HOW

MAGAZINE
ADVERTISING
WORKS

Fifth edition • Guy Consterdine • August 2005

 CONTENTS
INTRODUCTION 5
EXECUTIVE SUMMARY 6

(A) THE READER RELATIONSHIP 9

1. People have a variety of interests and needs 9

– People’s interests vary 9
– Nine basic media needs 9
2. Great variety of magazines means readers’ needs are met 10
3. Four ways in which magazines deliver engagement 11
– Trust: a friend and advocate 11
– Support: help in managing our lives 11
– Status: our sense of position, belonging & confidence 11
– Participation: a bridge to interactivity 12
4. The drivers of magazine reading 13
5. Different types of magazine work in different ways 15
6. The personal character of individual titles 16
7. Close relationship between readers and chosen magazines 17
– Magazines as brands 17
– Selecting a magazine that expresses one’s own self 17
– Examples of close relationships 17
– Weak relationship: newspaper colour supplements/sections 19
CONTENTS

– Evolution: keeping the relationship fresh 20

8. The ‘magazine moment’ 21
9. Matching the magazine to the mood 22
– The reader’s repertoire of magazines 22
– Selecting from the repertoire to match the mood 22
– Selecting within an individual magazine to match the mood 23
10. The physical aspects of handling magazines 24
– How copies are obtained 24
– Time spent reading 24
– Proportion of issue read 25
– Similar patterns in other countries 26
11. Repeat reading 27
– Page EXposures (PEX) 29
12. Readership accumulation through time 32

(B) THE ADVERTISER RELATIONSHIP: MAGAZINES’ EFFECTIVENESS AS AN ADVERTISING MEDIUM 34

13. How readers use magazine advertisements 34

– Effect of interest in product field or brand 35
14. Advertisement noting 36
– What ad noting measures, and its limitations 36
– Indices of ad noting, by size, colour and other factors 37
– Ad clutter is not a problem in magazines 38
– Eyes open in front of page: the real measure of audience to ads 39
15. Advertisers benefit from the reader-magazine relationship 40
– How it works 40
– Advertising: essential and enjoyable 40
– Women’s style/feature monthlies 41
– Women’s domestic monthlies 41
– Women’s weeklies 41
– Television weeklies 42
16. The ‘presenter effect’ 43

2 HOW MAGAZINE ADVERTISING WORKS

17. Targeting is a key strength of magazines 44
18. Creative executions to match the magazine 45
19. Creative formats: impact and interaction 46
– Double page spreads 46
– Gatefolds 46
– Print technology, textures and special papers 46
– Samples, vouchers and gifts 46
– Sponsorship and supplements 46
– Advertisement features (‘advertorials’) 46
– Samples, inserts & booklets: further evidence 47
– Inserts not linked to an ad 48
20. Action as a result of seeing magazine ads 49
21. Pre-testing the magazine ad creative work 51
– The need for pre-testing 51
– Initial guidelines for creating effective magazine ads 51

(C) EVIDENCE THAT MAGAZINE ADVERTISING SELLS PRODUCTS 53

22. Awareness & purchase consideration: IPC’s Ad Track 54

– What Adtrack did 54
– Results for Awareness 54
– Results for Purchase Consideration 55
– Conclusion 55

CONTENTS
23. Sales uplift and ROI: ‘Sales Uncovered’ 56
– How the analysis was done 56
– 11.6% uplift in sales value 56
– 18.1% uplift in sales volume 57
– Uplift in market share 57
– Winning new customers: brand penetration & weight of purchase 57
– ROI: return on investment of £2.77 58
– Summary 58
– ‘Proof of Performance’ I & II 58
24. More case history evidence that magazine advertising sells 59
– UK evidence 59
– International evidence 59
– FIPP (International Federation of the Periodical Press) 59

(D) CHANNEL PLANNING: POSITIONING MAGAZINES WITHIN THE TOTAL MEDIA LANDSCAPE 60

25. ‘Channel planning’ represents a fresh perspective 60

26. Integrated communication: the research needs 62
– IPA TouchPoints 62
– BMRB’s ‘Compose’: 26 channels 62
– Implications for magazine publishers 63
27. Attitudes to media: information content & tailoring to users’ needs 64
28. Attitudes to the advertising in each medium 65
29. Other activities while using media 67
– Share of attention 68
30. Actions taken 69
31. Magazines for courtship 70
32. Media Experience Study: identifying magazine attributes 71
– Experiencing the media 71
– Experiencing the advertising 72
33. Magazines and the internet 73
– The website experience 73

HOW MAGAZINE ADVERTISING WORKS 3

 – Magazines and web cross-referencing each other 73
– Digital magazines and the internet 73
– Sources of information about computers and digital products 74
34. Customer magazines 75
– Improving brand equity 75
– Boosting purchases by 8% 76
– Influencing brand image 76
35. Magazines and promotions 77
– Promotions work harder accompanied by magazine advertising 77
– How profitable are promotions? 77

(E) MIXED-MEDIA ADVERTISING: THE EFFECTIVENESS OF COMBINING MAGAZINES AND TELEVISION 79

36. Magazines and TV 79

37. TV+magazines: improved distribution of advertising exposure 80
– Benefits of TV+print, in terms of exposure and targeting 82
38. TV+Magazines communicate better than TV-only 83
– ‘Multiplying the Media Effect’ 83
– ‘The Media Multiplier’ 84
– A German media multiplier study: Ford Cougar 85
– The synergy is world-wide 86
39. Magazines equal TV for creating awareness – but do so at less cost 87
– IPC's Ad Track 87
CONTENTS

– MPA's 113-brand tracking study 87

40. Market tests: sales effectiveness of TV+magazines 89
– ‘Sales Uncovered’ 89
– ‘Proof of Performance’: TV + magazines 91
– USA: ‘Measuring Magazine Effectiveness’, MMA/MPA 92
– UK: Cusson's Carex Hand Wash 92
– UK: Nielsen’s ‘Strategies of Successful Brands’ 92
– UK: Kenco Freeze Dried Instant Coffee 93
– Germany: Bauer and Hassloch BehaviourScan panel 93
– USA: STAS of television and magazines 93
41. TV & magazine campaigns: recency planning 95
– The significance of NRS readership accumulation data 95
– Diminishing returns to repetition 96
– Nielsen data analysed by John Philip Jones 97
– Re-presentation of Colin McDonalds’ data 97
– Carat’s Penrith Project 97
– Andrew Roberts’ analysis of Superpanel 98
– Are one (or two) TV exposures a week enough? 98
– Consumer buying behaviour: continuous 98
42. How to split the budget between TV and magazines 100
– ‘Measuring Magazine Effectiveness’, MMA/MPA 100
– ‘The 30/30 Synergy Study’, South Africa 100
– Hassloch BehaviourScan panel 101
– ‘Sales Uncovered’ 101
– Millward Brown/MPA 101
43. How to flight the two media 103
44. Advertising in a recession 104
45. Website for ‘How Magazine Advertising Works’: www.hmaw.net 105

REFERENCES 106
INDEX 111
ABOUT THE AUTHOR 114

4 HOW MAGAZINE ADVERTISING WORKS

INTRODUCTION TO THE FIFTH EDITION
The pace of development in media research seems to be
accelerating. It is fuelled by the advance of the digital
media, which is leading to new ways of thinking about
media choice when planning advertising campaigns.
This in turn creates a demand for new (or at any rate
modified) kinds of information, and thus speeds up
research.
Ten years after the first edition of this report was
published in 1995 the fifth edition is necessary, in order
to incorporate the new learnings. The conclusions about
the effectiveness of magazine advertising remain the
same but they are strengthened by the fresh evidence.
The purpose of this new edition, as for all its four
predecessors, is to set out a description of how
magazine advertising works and to support every step
of the account by citing research evidence.
More than 300 research studies have been referred to in
compiling this report. The sheer number of studies
available has forced me to be very selective in the choice
of surveys to build into my review. Moreover I have
summarised most of them within a handful
of paragraphs or less. This hardly does justice to them
as individual surveys but in all cases a reference
is given so that readers can examine the research
in more detail if desired, and sometimes a link to a
website can be provided.
PPA Marketing provides research and data to help
agencies and clients get the most out of consumer
magazines. The magazine medium is ever changing
and dynamic. To ensure that you keep up-to-date
with the latest magazine research, go to
www.ppamarketing.net. Amongst new research which
is reviewed in this report and can be downloaded
from PPA Marketing is Magazines Uncovered.
This study looks at the sales effect and return on
investment that can be achieved by using the medium.
It review real sales from real ad campaigns, looking at
how sales occur over time and the relationship to when
the advertising was seen by the consumer. It also looks
HOW MAGAZINE ADVERTISING WORKS
A new feature of this edition is that the report now has
its own website, www.hmaw.net for presenting updates
and additional material. The site is described in the final
section of this report.
The main focus of the report is on the UK, but in a
number of places I have referred to surveys from other
countries where they contribute evidence of a kind that
is not available in the UK, or where they provide
important reinforcement of UK results. It is in fact very
clear, from the mounting evidence from dozens of
countries around the world, that the characteristics of
magazines which this report celebrates are not confined
to the UK. Readers’ love of their magazines, and the
effectiveness of advertising in the medium, are truly
global phenomena.
I would be pleased to receive suggestions of new
material for inclusion in a future edition or on the
report’s website, or any comments about this edition.
Guy Consterdine
INTRODUCTION
guy@consterdine.com
www.consterdine.com
August 2005
at the implications that this has on how advertising
should be planned in magazines.
PPA Marketing has also developed training courses for
agencies and clients to ensure that new thinking in
how the medium works can be discussed and
incorporated in the planning process
If you work for an advertising agency, client or
magazine publisher and would be interested in talking
more about the magazine medium please contact PPA
Marketing. I hope that you find How Magazine
Advertising Works a helpful guide to getting the most
from advertising in the medium.
Philip Cutts
Director of Marketing
PPA Marketing
philip.cutts@ppa.co.uk
5
 EXECUTIVE SUMMARY
This report is a synthesis of the large body of existing
research which demonstrates how readers use
THE READER RELATIONSHIP
• The magazine medium’s essential strength lies in
the active way in which readers choose and use
their magazines. Magazines are an active medium,
with the reader in control.
• Since different categories of magazine fulfil
different needs they work in different ways, which
are well adapted to their readers’ requirements.
Similarly, within categories there are vital
distinctions of character between individual titles,
giving each title its own unique positioning.
• Readers become deeply engaged with their
magazines. As a result a strong relationship, a bond
of trust, grows up between the reader and his or
her chosen magazines. Reading a favourite
EXECUTIVE SUMMARY
magazine is like talking with a friend.
• A reader’s identification with an engaging
magazine can go well beyond the simple provision
THE ADVERTISER RELATIONSHIP
• The intimacy between reader and magazine
benefits advertisers. The magazine environment
delivers a reader in the right frame of mind to be
receptive to the advertising. In the sympathetic
context of the right magazine, the strong positive
brand values of the magazine can transfer onto the
advertisements.
• The stronger the reader’s affiliation with the
magazine as a brand, the higher the level of
endorsement that the advertising receives from the
magazine’s personality.
• Advertising is seen as an integral part of magazines.
Relevant advertising is valued by readers, and is
consumed with interest. Readers screen
advertisements in much the same way as they
screen the editorial - looking for items that interest,
intrigue, catch the eye, entertain, inform.
• Because advertisements are relevant and valued, ad
clutter is not a problem in magazines. Clutter does
not depress reading of ads, and may create a
EVIDENCE THAT MAGAZINE ADVERTISING SELLS PRODUCTS
• The landmark ‘Ad Track’ survey proved that
magazine advertising can generate marked
increases in advertising awareness.
6 HOW MAGAZINE ADVERTISING WORKS
magazines, how the advertising within them works, and
that magazine advertising sells products.
of information and ideas. When a magazine strikes
a chord it can reinforce the reader’s own self-image.
This creates a particularly powerful and trusting
relationship.
• Readers give commitment to their magazines. The
time spent reading is substantial, and the copies are
read thoroughly. Copies tend to be read repeatedly,
often picked up more than once during a day and
on more than one day. More than 90% of all pages
are opened by the typical reader. The average page
in a paid-for magazine is looked at 2.5 times by
each reader.
• Readers have their own repertoire of magazines to
meet different needs and moods. Matching the
mood and the magazine reinforces the values of
the personal relationship and ensures that reading
takes place in a highly receptive frame of mind.
marketplace.
• Readers take action as a result of seeing advertising
in magazines.
• Targeting with precision and without wastage is a
key strength of magazines.
• The communication can be enhanced by using
different creative executions in different types of
magazine - targeting through the creative work as
well as through selecting the appropriate audience.
• Creative formats such as gatefolds, textures, special
papers, samples, sponsorship, advertisement
features (‘advertorials’), and so on can create
additional impact and interaction.
• The ‘presenter effect’ means that the interpretation
of a given advertisement can be influenced by the
specific publication in which it appears.
• It is wise to pre-test the creative executions in order
to ensure that they take maximum advantage of
this active involvement in advertisements, and that
they communicate the intended messages.
• ‘Ad Track’ also proved that magazines can generate
movement in willingness to consider buying the
advertised brands.
• PPA’s ‘Sales Uncovered’, a 2005 analysis of TNS
Superpanel data, showed that magazine
advertising was associated with an 11.6% uplift in
sales of fmcg products, in money terms. In volume
terms, the uplift was 18.1%. There were also
increases in market share, brand penetration, and
weight of purchase.
• ‘Sales Uncovered’ also showed that the medium
term (12 month) return on investment from
CHANNEL PLANNING: POSITIONING MAGAZINES WITHIN THE TOTAL
MEDIA ENVIRONMENT
• ‘Channel planning’ is a fresh way of looking at the
planning of communication campaigns.
‘Communication’ is wider than ‘advertising’. A
greater number of communication channels are
being considered than in previous decades. This
imposes fresh requirements on the provision of
research.
• Publishers need to spell out how magazines fit into
the mix of channels, defining the unique
contribution of magazines.
• In comparisons between six media – magazines,
newspapers, newspaper supplements, TV, radio and
websites – magazines lead in terms of providing
interesting information and being tailored to users’
needs.
• Advertising in magazines is seen more positively
than advertising in other media.
• Magazines, followed by websites, are the most
action-oriented of the six media.
MIXED-MEDIA ADVERTISING: THE EFFECTIVENESS OF COMBINING
MAGAZINES AND TELEVISION
• Magazines and television are complementary to
one another. TV advertising is powerful, intrusive
but fleeting. Magazine advertising is under the
control of the readers, carries the reader-
relationship values, and can reach light viewers.
There is clear evidence that a TV-plus-magazines
strategy will be more effective than a TV-only
campaign.
• Most TV-only campaigns give inadequate weight to
important sectors of the market - lighter viewers of
commercial television, who tend to be younger,
upmarket and better educated. A combination of
television and magazines can achieve a very
considerable improvement in the way exposures are
distributed across the audience. In other words,
better targeting.
HOW MAGAZINE ADVERTISING WORKS
magazine advertising was £2.77 for the average
fmcg brand. This is comparable with that of
television advertising.
• There are many studies and case histories in which
magazine campaigns are shown to sell products
effectively and sometimes dramatically. PPA, IPA,
FIPP and individual publishers have all released
examples.
• There is growth in multi-tasking – using another
medium or doing some other activity while
consuming media – but magazine reading has
relatively low distraction. When sharing time with
television or radio, magazines attract the main
attention.
EXECUTIVE SUMMARY
• Magazines and the internet work well together.
Information in magazines sometimes leads readers
to obtain more details on the internet, and they
may then purchase something as a result of
exposure to both media.
• Customer magazines improve the brand image of
the commissioning companies, and boost
consumer spending on the brand by about 8%.
• Sales promotions work better when accompanied
by magazine advertising. However promotions are
not necessarily profitable at all.
• Because of the different ways in which the two
media work, the communication from a TV
campaign can be enhanced by adding magazines.
Magazines can both convey new information that is
not in the TV commercial, and lead people to
perceive the TV commercial in new ways. The result
is a richer, more complete communication.
Magazines make television work harder. The page
and the screen nourish each other.
• Magazine campaigns create awareness at a very
similar level to television. The Adtrack study showed
that across a range of campaigns, the average
awareness achieved by 100 gross rating points in TV
was 13%, and in magazines the average was exactly
the same, 13%. But the magazine exposures are
generated at roughly half the cost of TV.
7
 • Evidence from America reached the same
conclusion: dollar for dollar, magazines deliver
significantly higher advertising awareness levels
than television.
• PPA’s ‘Sales Uncovered’ 2005 study showed that
magazine advertising has a similar sales effect to
television advertising, but at a much lower cost.
• Reinforcing this, PPA’s earlier analyses of consumer
panel data also found that magazines produce
significant gains in market share when used in
combination with television advertising. Among the
heavier-reading section of magazine readers,
magazine advertising increased average brand
share by 11%, over and above the effect of the
television advertising.
• Other analyses from America showed that, dollar
for dollar, magazines generate more sales than
television.
• More and more market tests and case histories, in
UK and elsewhere, are proving that mixed-media
EXECUTIVE SUMMARY
TV-plus-magazines campaigns out-perform the TV-
only strategy in selling products.
• The improved performance from a mixed-media
campaign is due to a combination of better
targeting (especially among the
lighter/younger/upmarket segments) and more
powerful communication than television alone can
deliver.
• The 2004 NRS Readership Accumulation Survey
8 HOW MAGAZINE ADVERTISING WORKS
enables exposures to magazine advertising to be
distributed through time in an accurate way,
reflecting the rate of build-up of readers of a
magazine issue. This means that magazine
advertising can be planned in the same way as
television advertising: through weekly ratings points
and weekly reach estimates.
• All media are subject to diminishing returns, and
many television campaigns appear to have reached
the point of very low marginal returns. The
marginal TV money would be better spent in
another medium, especially magazines.
• There are strong arguments for continuous
advertising pressure (as opposed to heavy bursts
with gaps in between). Magazines are excellent at
delivering this, whether on their own or in
combination with other media.
• When TV and magazines are being used together, it
pays to put at least 25%-30% of the budget into
magazines, according to several studies.
• Television and magazine advertisements should run
together rather than at different times, so the
messages can interact for maximum synergy.
• In times of recession, it pays to maintain or even
increase one’s advertising instead of cutting it.
This report has its own website for providing updates
and new research, and more detailed information:
www.hmaw.net
(A) THE READER RELATIONSHIP
1. PEOPLE HAVE A VARIETY OF INTERESTS AND NEEDS
PEOPLE’S INTERESTS VARY
The strength of magazines begins with the fact that
people have strong interests and needs, and these
interests vary from person to person.
Even among those interested in a particular broad
subject area there are distinctions between people in
terms of the nature of their interest in the subject. These
distinctions are much less obvious than those between
broad subject areas. The gardening market furnishes an
example. A survey conducted by Marketing Direction for
EMAP Apex [1] used cluster analysis to segment the
market in terms of attitudes and reasons for interest in
gardening. Eight clusters were identified. Ranked in
order of size, they were labelled:
Accomplished flower gardener
Leisure gardener
Maintainer
Developing Enthusiast
Culinary gardener
Second career gardener
Private hobbyist
Low budget gardener
These different groups have different requirements from
gardening magazines. And the magazines serving them
have developed varied characteristics, with many of
them appealing to different shades of interest. The
readers are in fact served by about a dozen mainstream
gardening magazines and also a variety of very narrowly
focused titles. This specialisation means that each
magazine can get very close to the people with the
particular attitude and focus which the title offers.
HOW MAGAZINE ADVERTISING WORKS
NINE BASIC MEDIA NEEDS
The Henley Centre [2] has identified nine basic media
needs, split into two main classes: informational needs
and cultural needs. The nine are:
Information needs:
• Instrumental: information for daily life such as
weather, transport, traffic, sales, opening and
closing times, etc.
• Analysis: to understand the world, form views,
have opinions.
• Enlightenment: keeping up with the world,
national and local events; being and becoming
informed.
A
• Self-enhancement: bettering ourselves, self-
enhancement, knowledge for its own sake or for
THE READER RELATIONSHIP
later application; acquisition of skills.
Cultural needs:
• Ritual: media use which frames daily routines, such
as getting up, going to work, relaxing after work,
accompanying domestic chores.
• Default: absorbing media because it is there or
because others within the social context are using it.
• Relaxation: passive absorption of media,
unwinding.
• Entertainment: keeping ourselves amused,
keeping others amused, having fun.
• Escapism: frees the user mentally from the
immediate constraints and/or dullness of daily life,
enabling him/her to enter into new experiences
vicariously.
9
 2. THE GREAT VARIETY OF MAGAZINES MEANS THAT READERS’
NEEDS CAN BE MET
This wide range of needs, by subject matter and by
Henley-style categories, creates a demand which
magazines can meet because there is such a variety of
them. And it is a growing variety. The increasing number
of consumer magazines not only declares a very healthy
market but is also a visible sign of increasing
fragmentation. Each subject area tends to be broken
down by magazines focusing on more and more
specialist areas within it, and thus striking an
increasingly personal link with those readers who are
especially interested in a given subsector. Judie Lannon
vividly described this process at a PPA seminar as “mass
marketing becoming mass customisation” [3].
With so many different types of magazine fulfilling
THE READER RELATIONSHIP
different needs, the Henley Centre made the point that
“the fulfilment of these needs is not just a function of
the content delivered in the magazine, it can also be a
function of the values and associations of the magazine
brand and of the physical qualities of the magazine. For
example, a glossy woman’s monthly delivers much more
than content on style and fashion. It may also represent
any of the following: an association with the magazine
brand, a self indulgent treat, time to oneself, escapism,
and so on” [2].
The Henley Centre devised a chart to represent the
degree to which each of a dozen categories of
magazine satisfied the nine media needs already
described:

Informational needs Cultural needs

Content of Instru- Enlight- Selfenha- Relax- Entertai-

magazines mental Analysis enment ncement Ritual Default ation nment Escapism

Business ** *** *** ** *

Motoring ** * * * **

Current affairs ** *** ** * **

Ent/listings *** *

Erotic * * * * ***
A

Food, drink *** ** * **

Hobbies ** *** *** * *

Lifestyle, home * * ** *** **

Local interest *** ** *** * *

Sport ** *** *** ** *

Style & fashion * * ** *** *** ** **

Womens ** * * ** * *** ** **

Note that no magazines fulfil the 'Default' function. No-
one reads a magazine because it is already 'on' -
magazines are only read when someone makes a
deliberate personal choice.
This chart underlines a vital point in a simple way:
different kinds of magazine fulfil different needs and
therefore work in different ways. The implication is that
the readers who choose a given type of magazine find
that they develop a relationship with it.

10 HOW MAGAZINE ADVERTISING WORKS

3. FOUR WAYS IN WHICH MAGAZINES DELIVER ENGAGEMENT
A separate study in 2004 by the Henley Centre,
‘Planning For Consumer Change’ [4] – summarised in
PPA’s report ‘Delivering Engagement’ [5] - approached
the topic from a different direction. People have become
so overloaded with media exposure and information
bombardment that it is no longer sufficient for a
medium or an advertisement to win consumers’
attention: it is necessary to win their active involvement
and truly engage them. The Henley Centre concluded
that magazines have the characteristics to achieve this
engagement in four ways: trust, support, status and
participation.
TRUST: A FRIEND AND ADVOCATE
The Henley Centre found that people’s trust in
traditional external sources of authority continues to
wane while cynicism grows. Instead people are
increasingly putting their faith in their closest, most
immediate networks of family and friends. Trust resides
largely in what the Henley Centre termed ‘MY world’
rather than ‘THE world’. Diagrammatically, the closer to
the centre of the concentric circles, the higher the
degree of trust there is likely to be.
Magazines dovetail well with the concept of ‘MY world’
because they enjoy many of the same characteristics of
a close friend (a point that is further developed later in
this report). They also earn a place at the centre of ‘MY
world’ on three key dimensions:
• Personal versus public
• Active versus passive
• Choice versus no choice
On each of these, magazines are at the ‘me’ end of the
HOW MAGAZINE ADVERTISING WORKS
scale: personal, requiring active use, and representing
choice. The reader is in control. Favourite magazines
become part of the personal networks of trust. Other
media are placed further out from the centre, and the
more they represent public, passive, choice-less
exposure, the further out they are – the more distant
from consumers’ own world, and the more difficult to
attract trust and engagement
A
THE READER RELATIONSHIP
SUPPORT: HELP IN MANAGING OUR LIVES
People are increasingly concerned with self-
improvement. Just as the Victorians were renowned for
their self-help attitudes, so the quest for new skills,
expertise and insight has led the Henley Centre to call
the growing numbers caught up in this trend the ‘new
Victorians’. Magazines are well placed to act as mentor
and coach, and achieve the depth of engagement that
ensues. There are magazines of every type to match the
individual’s interests and requirements.
Individuals today bounce through their lives in a more
varied and complex way than did previous generations.
Most people are faced by a greater number of so-called
‘life events’: changing jobs (repeatedly), moving home,
getting divorced, starting an exercise regime, changing
from full-time to part-time work, etc. As their life
changes and they face new challenges they need
sources to turn to for information and advice.
Magazines have a significant role here, supporting them
and helping them manage.
STATUS: OUR SENSE OF POSITION, BELONGING AND
CONFIDENCE
Status rewards us with a sense of position, belonging
and confidence. It’s not simply how others see us, but
also how we see our own selves. Our quest for status is
11
 of fundamental emotional importance. The philosopher
Alain de Botton has even written a best-selling book
about it, ‘Status Anxiety’ [6].
The Henley Centre study showed that magazines can be
a powerful way for individuals to build, reinforce and
boost their status. A particular title can make a public
statement about the reader’s position in the world, and
provide the reader with self-esteem. The choice of
magazine says something about the reader. ‘You are
what you read’. These expressive values can be delivered
in a number of ways, such as expertise, exclusivity and
badging.
Expertise: making readers feel they are sharing in
expertise, specialist knowledge and up-to-date
information helps them to sense that they are gaining
an edge in personal skills and interests, and that they are
THE READER RELATIONSHIP
equipped for informal networking and gossip.
Exclusivity: magazines can help readers feel they are a
bit special and exclusive, elevating them and giving
them a cosy warm feeling of clubbiness. Devices such as
a letters page, reader offers, clubs, etc help to indicate
and reinforce an exclusive positioning and
differentiation.
Badging: a magazine makes a statement; it is a designer
brand.
PARTICIPATION: A BRIDGE TO INTERACTIVITY
A
The emergence of the internet, mobile phones, texting
and other new digital media has raised consumers’
expectations of all the media they use. A new role for
magazines is to encourage participation and act as a
bridge to interactivity.
The new media have changed our relationship with
information and communication. Individuals now have a
more ambitious conception of what they can discover
12 HOW MAGAZINE ADVERTISING WORKS
for themselves. If they want to know something, they
expect to be able to find it out, and more or less
instantly. They feel more in control of information than
previously. It’s less of a mass-media world than it was,
and more of a personalised-media world. This means
more involvement and engagement.
For decades publishers have said that no other major
medium puts the user in control as much as print does.
When reading a magazine or newspaper, the reader can
spend as much or as little time as desired in looking at
an article or an advertisement. By contrast, when
viewing television or listening to radio, it is the
broadcaster who is in control of the time spent exposed
to each piece of information or entertainment. A 20-
second commercial lasts for 20 seconds and no longer.
But a print advertisement can be studied for as long as
the reader wants, and repeatedly too.
Suddenly the internet has appeared and overtaken print
media in this respect. The internet user is even more in
control than the magazine or newspaper reader.
Whereas the reader can only react to what is printed in
the publication, the internet surfer can choose any topic
at all and will expect to find something on it.
A viable new function for magazines is to facilitate this
democratic development. Magazines can arouse interest
in topics, suggest information sources for readers to
explore, provide website addresses in articles and
advertisements, and so on. The internet is such a wide
open, bottomless, uncharted and invisible world that
the editing function which magazines can provide –
reviewing a topic and suggesting avenues for further
exploration - is a very valuable one. Magazines’ own
websites can be a useful part of such referrals, but in
most cases they won’t be the main online sources.
Magazines are in an excellent position to do this
because of the characteristics of print: the readers are
still in control of what they read.
4. THE DRIVERS OF MAGAZINE READING

The “Magazine Reader Experience Study” of 2003 [7, 8] personal timeout’ ranks third, and thus is more
made an ambitious investigation of the emotional and important than for men for whom it ranks seventh. ‘I
other experiences which drive magazine reading. It was feel good when I read it’ moves up to fifth for women.
conducted in the USA by the Media Management For men, ‘I learn things first here’ rises to fifth.
Center at Northwestern University, and commissioned
by Magazine Publishers of America and the American Each of the 39 reader experiences is a constellation of
Society of Magazine Editors. subjective ideas in consumers’ minds. To illustrate, ‘I get
value for my time and money’ is made up of these concepts:
Readers’ experiences and motivations were explored in
large-scale qualitative research, and then structured and
evaluated in two stages of quantitative research. The
result was 220 variables, which were grouped into 39
drivers of magazine reading. The table shows the most
powerful 20 of these 39 among all adults.

Scanning down the list, one can see that magazines

appeal because they offer value for money, the time
spent reading is rewarding, they are liked, and readers

A
feel they make them better informed and smarter.
Magazines are relaxing, encourage one to be reflective,

THE READER RELATIONSHIP

and the stories are absorbing. And so on.

The 20 most important motivations that drive

reading, in rank order

1. I get value for my time and money

2. I like it (i.e. negative correlation with ‘It disappoints me’)
3. It makes me smarter/cleverer
4. It’s my personal timeout
5. I often reflect on it It is evident that this ‘reader experience’ or motivation is
6. The stories absorb me far richer than the summary label of ‘I get value for my
7. I learn things first here time and money’ suggests. To take another example: ‘It
8. It’s part of my routine makes me smarter’ is made up of nine variables:
9. I find the magazine high-quality and sophisticated
10. I trust it
11. I feel good when I read it
12. It’s relevant and useful to me
13. It’s brief and easy for me to read
14. I build relationships by talking about and sharing it
15. I find unique and surprising things
16. It improves me, and helps me try new things
17. I save and refer to it
18. I keep or share articles
19. I think others in the household would enjoy
the magazine
20. It’s for people like me

For the full list of the 39 reader experiences, and all the
variables making up each experience, visit
www.magazine.org

The ranking of the motivations varies by subgroup of

the population. For example, among women ‘It’s my

HOW MAGAZINE ADVERTISING WORKS 13

 It was noted earlier that the reader experience ‘It’s my men. These are the 12 concepts that make up this
personal timeout’ ranks rather higher for women than cluster:
THE READER RELATIONSHIP

The variety and richness of experiences which motivate emphasises the depth of engagement which readers
consumers to read magazines is impressive. The survey feel towards the titles they choose to read.
A

14 HOW MAGAZINE ADVERTISING WORKS

5. DIFFERENT TYPES OF MAGAZINE WORK IN DIFFERENT WAYS

The important point that different kinds of magazine A very different ranking emerged for the contrasting
work in different ways has been brought out by many statement “I have learned a lot from this magazine”:
surveys - among them the “Media Values” survey
conducted by RSL-Research Services Ltd and published Gardening 92% agreed
by IPC Magazines [9]. General weeklies 91%
Dieting and slimming 88%
“Media Values” asked a sample of 1808 adults aged Nature/animals 88%
15-64 whether they agreed or disagreed with a series of Men’s style magazines 84%
statements as applied to each of 26 categories of General women’s monthlies 82%
magazine. Fishing/angling 82%

Comparing two of the statements makes the point. One The first list comprises magazines whose function
statement was “I read this magazine as a special treat”. includes providing material with which one might curl
The magazine categories whose readers agreed most up for a treat, while the second list gives magazines
with this statement were: whose function is substantially different - geared more
towards information-provision. Only general weeklies
Young women’s monthlies 75% agreed appear in both lists. The full range of attitude
Fashion beauty & hair monthlies 74% statements brings home how very different the various

A
House & home monthlies 66% categories of magazine are. They are used in different
Home & family monthlies 65% ways, for different purposes. They are very well adapted

THE READER RELATIONSHIP

General weeklies 63% to their readers’ particular needs. The implication can be
Romantic magazines 62% drawn that a special relationship grows up between
Football magazines 61% people and the magazines they choose to read. Readers
become involved with their magazines.

HOW MAGAZINE ADVERTISING WORKS 15

 6. THE PERSONAL CHARACTER OF INDIVIDUAL TITLES
There are differences not only between main categories
of magazine but also between individual titles within a
category. It is the subtle between-title variations of
character which make the relationship between the
reader and the chosen magazine such a strong
personalised bond.
A good illustration of this is the women’s weekly
magazine sector. To people who do not read any of
these magazines they may seem rather similar, but to
those who read them there are important distinctions to
be made. This was brought out by a qualitative survey
called “Editorial Dynamics” conducted by Guidelines
Market Research and published by Best magazine [10].
It interviewed regular readers of several of the leading
women’s weeklies in order to establish the key
differences between them, and the editorial strengths of
each.
THE READER RELATIONSHIP
The predominant aspects of the self-image of the
regular readers of each title were summed up in this
way:
Magazine A: Readers saw themselves as
trustworthy and reliable.
Magazine B: Caring and feminine.
Magazine C: Modern, sociable.
Magazine D: Chatty, “happy with my lot”.
Magazine E: Easy-going, family oriented.
The editorial approach of each weekly was characterised
by its regular readers as follows:
A
Magazine A: Informative, friendly.
Magazine B: Caring, true to life.
Magazine C: Easy to read, young.
Magazine D: Varied, relaxed.
Magazine E: Entertaining, familiar.
These are substantial variations in the way the self-
selected readers of these weeklies see themselves and
their chosen titles. The women are different, they
perceive the magazines as different, and accordingly
they choose the magazines that closely match their own
selves.
In the same way, there are vital distinctions between
women’s fashion and style monthlies, even though they
are often grouped together as though they were similar.
Evidence comes from a study carried out by RSGB and
published by Vogue titled “Defining the Vogue Reader”
16 HOW MAGAZINE ADVERTISING WORKS
[11], in which 677 in-home interviews were carried out
among ABC1 women aged 20-54 who were readers of
at least one of five magazines. The characters of the
monthlies can best be summarised by the images
created by words and phrases which readers associated
with each title. The following list gives in rank order
those words and phrases cited by 35% or more of
readers:
Magazine F: Good beauty ideas, good fashion
ideas, credible, useful advertising,
sex & relationships, intelligent.
Magazine G: Prestigious, glamorous.
Magazine H: Glamorous, the fashion bible,
prestigious, good fashion ideas,
trend setting, good beauty ideas.
Magazine I: Sex & relationships, good beauty
ideas, useful advertising, good
fashion ideas, credible, trend setting.
Magazine J: (This magazine had a less well-
defined image with no words or
phrases being cited by 35% or more
of readers. Those cited by more than
30% were good beauty ideas, good
fashion ideas, and trend setting.)
While there is a certain degree of overlapping of image
there are also many differences. Each magazine has it
own unique positioning in the market.
The same is true in all sectors of consumer magazines,
and many more examples could be cited.
The more graduated and subtle distinctions between
publications are made not so much in terms of the topics
covered but the tone of voice they convey. For example,
for women’s magazines a division at the broadest level is
whether their prime orientation is towards others (e.g.
family, home, work) or towards ‘self’ (an informant in
one discussion group commented “I want to feel I’m not
just somebody’s mother, I’m a woman as well”); and in
short what kind of emotional world they create. While
some people want to live in a brisk world of independent
views, others want publications that are less demanding,
less aggressive, and more cosy, motherly, friendly,
domesticated and conservative. Or the same person at
different times may be in different moods, and thus feels
like reading a magazine to match the mood. The range
of different psychological worlds offered by different
magazines means that readers can select ones which are
exactly ‘me’.
7. CLOSE RELATIONSHIP BETWEEN READERS AND THEIR CHOSEN MAGAZINES
The individuality and personality of each magazine
means that readers can readily feel a close relationship
with the particular magazines they choose to read. It is
very similar to feeling close to a friend, and indeed in
qualitative research informants often use phrases such
as “reading this is like talking to a friend”. And just as
one enjoys one’s own self when in the company of a
human friend because that friend reflects and brings out
one’s own personality, so it is with a favourite magazine.
The magazine reinforces the reader’s identity; the
magazine plays back to the reader the values with which
he or she identifies.
MAGAZINES AS BRANDS
Magazines are brands. The brand values of the
magazine confirm the reader’s perception of herself or
himself as a particular kind of person. A brand’s power
is that it conjures up a whole range of associations and
ideas, which are primarily emotional. (As Robert Jones
of Wolff Olins expressed it [12], “brands are a special
class of word – they are like a poem all in one word in
their ability to evoke and express ideas”.)
The MediaDNA project, conducted during 2001-2004
by Millward Brown for a consortium of sponsors [13],
has studied a very large number of media brands,
including leading magazines, newspapers, TV channels,
TV programmes and radio stations. The survey
demonstrated how these brands vary in three aspects:
the brand’s positioning; users’ perceptions of its overall
character; and its brand personality.
As examples of the findings from the first year’s
fieldwork, the five most extrovert media brands were
FHM magazine, the three TV programmes Friends, The
Simpsons and Uncovered, and Capital FM radio station.
FHM was also the most playful brand. The five most
reliable brands were Radio Times followed by Sky News,
TV Times, Countdown, and Classic FM. The five most
glamorous brands were all magazines: Vogue, Elle,
Hello!, OK! and Cosmopolitan. Vogue was also the
most trend-setting brand. The most practical brand was
What’s On TV magazine. The brand with the highest
proportion of users who say they can lose themselves in
it was Take A Break. This magazine was also the brand
seen as caring most for its users.
What these and many other examples are saying is that
magazines have distinct individual personality profiles
which readers recognise, and it is evident that people
tend to match a publication’s personality to their own
personality.
HOW MAGAZINE ADVERTISING WORKS
The sponsors of MediaDNA also drew the conclusion
that the strength of media brands means that it is vital
to take account of brand values when planning media
advertising schedules, rather than treating publications
and programmes as commodities.
SELECTING A MAGAZINE THAT EXPRESSES ONE’S
OWN SELF
A reader can feel that one magazine is spot on while
another magazine, superficially similar, is not quite right,
is not quite ‘me’.
One of many surveys to demonstrate this was a
qualitative study by The Research Business for the
National Magazine Company [14]. Readers of eight of
the National Magazine Company’s titles were
interviewed in group discussions and individual depth
A
interviews. Readers’ attitudes to their chosen magazine
were summed up in this way:
THE READER RELATIONSHIP
1 The reader has his or her own perception of what
type of person he or she wishes to be.
2 When a magazine closely chimes in with this self-
image there is a high level of identification with the
chosen magazine. There is a feeling of ownership,
that this is ‘my magazine’, an informed friend.
3 There grows a sense that ‘My magazine helps me to
become the type of person I want to be’.
Magazines are thus aspirational, enabling.
4 The reader feels ‘I therefore have a powerful
trusting relationship with my magazine’.
This was expressed by one advertising agency in the
following words: “the most impressive lesson emerging
from current research is that readers enjoy a very close
relationship with magazines that they chose to read. It
is a relationship that is impossible for other media to
replicate” [15].
EXAMPLES OF CLOSE RELATIONSHIPS
Any in-depth survey of a single magazine or a small
group of magazines will reveal the nature of the
individuality of each title. Many examples could be cited.
Vanity Fair serves as an illustration of a single title. Its
publisher Conde Nast felt that it was a difficult
magazine for advertisers and agencies to decipher,
because unless you actually read the magazine you can’t
form an accurate idea of what type of person reads it.
17
 Vanity Fair was often being pigeonholed as a glossy
women’s magazine in the same category as Tatler or
Harpers & Queen, whereas in reality it is substantially
different. The research agency Navigator was
commissioned to carry out some qualitative research
among subscribers to investigate this [16].
Navigator found that Vanity Fair’s marked American
flavour is an important part of the magazine’s appeal to
its subscribers, who have an international outlook and
feel part of that wider community. The magazine is
investigative journalism. The intensity of the writing has
more in common with The Economist than with most
women’s magazines. It is a magazine for both sexes and
emphatically not a women’s magazine. There is an
unusual emphasis on text and less on visuals than most
magazines. The depth of the long articles is appreciated.
There is a sense that there’s a minimum viable period of
THE READER RELATIONSHIP
time for reading it; a short snatched session is not
adequate. The front covers are strong, unpredictable
and a talking point. The subscribers believe that no
other magazine could adequately be a substitute for
Vanity Fair.
Thus the positioning is unique, and the relationship
between subscriber and magazine is close and mutually
demanding. The magazine asks for time and
commitment from the reader, and the reader expects a
return of stimulation and quality journalism.
A magazine, or a category of magazine, displaying a
particularly strong attitude, will not only attract those
A
people who share that attitude but will also tend to shut
out people who do not share that attitude. Vanity Fair,
for example, exhibits a marked international outlook,
and anyone without such an outlook is unlikely to find
the magazine strongly appealing. The knowledge of this
contributes to the feeling among readers of
‘ownership’, intimacy and belonging, like membership
of an exclusive club.
A good example of this applying to a whole group of
magazines occurs in the youth market. Most youth
magazines are not only to be read by teenagers, but
they are also most definitely not to be read by parents!
EMAP’s “Youth Facts 4” survey, conducted by Millward
Brown [17], emphasised that the reading of youth
magazines by 11-19 year olds is a highly personal
experience. 60% of teenage magazines are read when
the teenager is on his or her own, and 46% of
magazines are read in the sanctuary of the bedroom.
However the company in which a teen magazine is read
depends to some extent on its subject matter. Computer
and football magazines, and social parts of girls
18 HOW MAGAZINE ADVERTISING WORKS
magazines such as horoscopes and gossip pages, are
happily shared with friends. But problem pages, and
‘real-life stories’ which might cause a tear or two, are
likely to be savoured in private.
For EMAP's "Youth Facts 5" study [18] The Psychology
Business carried out a deeper psychological analysis of
the relationship young people in the 11-18 range have
with brands and media. Compared with television, radio
and cinema, magazines are particularly strong in terms
of involvement and relevance. Relevance is directly
linked with the individual's identity and that of the
group to which he/she belongs, and the choice of
magazines available means that a teenager can filter
through to those titles which are currently the most
relevant, involving and persuasive. In turn, the sequence
of chosen magazines can help define the reader's own
identity and progress, during this evolving period when
a person moves from the group identity which typically
dominates as an 11-12 year old to the fully individual
identity which has established itself by the age of 17-18.
Authorities in public service recognise the role of teen
magazines. The chairman of the Teenage Magazine
Arbitration Panel, Dr Fleur Fisher, said in 2004 [19]
“Research suggests that teenagers are very aware of
British society’s prevailing sexual attitudes. Most
teenagers would like their parents to be more willing to
discuss this aspect of growing up, but mutual
embarrassment is reported as a major hindrance. Likewise
sex education in schools was judged to be inadequate,
focusing on biology and ignoring their concerns about
sexual behaviour, sexually transmitted diseases, and
relationships. But teen magazines are trusted by
teenagers, they talk with them rather than sermonise at
them. Teenagers like getting non-judgemental
anonymous advice as they struggle with the demands of
growing up. They seem to find teenage magazines’ light-
hearted and fun tone, allied with accurate information, a
cheering beacon in the murky adult world of mixed
messages.” The Minister for Children, Young People &
Families, Margaret Hodge, said “Teenage magazines are
seen as the best friend of young people through the roller
coaster years of their lives.”
For television weeklies their strong relationship with
their readers is based partly on their highly practical
function. This was probed in a study for IPC tx by NOP
Solutions in November 2000 [20], which put an array of
agree/disagree statements to a panel of regular readers
of television weeklies. 88% agreed with the statement
that “With so many TV channels nowadays, it helps to
plan your viewing”. To do this, they turned to their TV
weeklies. 95% said their TV weekly helps them to plan
their viewing. A similar percentage felt their TV
magazine helps them keep in touch with what’s going
on. The magazine is used regularly right through the
week (95% agreed), it is picked up time and time again
(86% agreed), and is read cover to cover (85% agreed).
Most readers (78%) go through their TV magazine
carefully and pick out what to watch, and many (61%)
highlight things they’re interested in and refer back to
them later.
All the family use the weekly TV magazine, so it’s always
around (80% agreed). Most readers like to have
celebrity and showbiz news as well as the programmes
(68% agreed), and they like reading about the soaps
and their stars (62% agreed).
These figures describe a thorough and deep
involvement with television weeklies, resting in part on
the practical function but also from an absorption with
the other content besides the programme listings.
This contrasts sharply with the attitudes towards the
newspaper TV supplements. 87% agreed that “I prefer
these weekly TV magazines to the newspaper listing
supplements you get nowadays”. This is partly because
“You value these weekly TV magazines more than the
newspaper listings supplements because you’ve chosen
to buy them” (82% agreed). Consequently “The
newspaper listings supplement gets thrown out with
the paper whereas my TV magazine is used all week”
(75% agreed).
The love of magazines begins at an early age. A survey
of magazines for children aged 2-11, by Diagnostics
for PPA [21], found that magazines are read and re-read
by children to the extent that they are often almost
known by heart. This is a personal relationship par
excellence. When the children have finished ‘devouring’
them the magazines are often placed on an ever-
growing pile and become part of a prized collection.
Other examples of close relationships are presented on
www.hmaw.net – including county magazines and the
psychological values they carry.
A RARE THING - A WEAK READER/MAGAZINE
RELATIONSHIP: NEWSPAPER COLOUR SUPPLEMENTS
AND SECTIONS
One can learn something more about the
reader/magazine personal relationship by examining a
rare case where it is not a strong factor. In National
Magazine Company/ G+J's “Women & Magazines: The
Medium & The Message” by SRG [22] one of the
publication types examined was newspaper colour
supplements in magazine format. The relationship
HOW MAGAZINE ADVERTISING WORKS
between reader and supplement was a weak one. Why?
One major reason is that a supplement is a by-product,
not an active acquisition. To illustrate:
“You buy the newspaper and the supplement just
happens to fall out. You don’t buy the newspaper
in order to get that.”
“I think the difference is that the [paid-for]
magazine is actually yours by choice, isn’t it? You
actually pick what you feel suits you. Whereas a
supplement is just something that happens. It’s a
benefit that comes with the paper but it’s not yours
by choice.”
In addition the supplement is sometimes read by default
because it is the only section left, when other family
members have grabbed the newspaper sections - and
A
this further distances reader and supplement.
THE READER RELATIONSHIP
There were other reasons found by the survey. Large
sections of the supplements are regarded as irrelevant
and uninteresting. There is a greater degree of perceived
similarity between supplements, which sometimes leads
to the view that they are interchangeable. They lack
individuality. They have a negative image of being
‘throw-away gossip’. For women, the advertising is
sometimes seen as largely irrelevant to women’s
concerns.
The weak reader/supplement relationship is reflected in
the behaviour towards the supplements, which tend to
be read very selectively, flicked through, picked up only
once, and disposed of quickly.
The survey’s findings were endorsed by SouthBank
Publishing’s study “The Quality Medium, The Quality
Message” conducted by Mulholland Research
Associates [23]. It confirmed women’s lack of
involvement in supplements. Three verbatims from the
study were:
“I literally just open them up and flick through
them. I don’t treat them in the same way as I would
a magazine.”
“Many times it’s not been read at all. It’s something
extra, it’s not the reason I buy the Sunday paper.”
“I flick through them, because usually I get halfway
through it and my husband says ‘Do you want to
swap?’ so I tend to flick through it.”
Further evidence came from a study called “A
Comparison of Magazines and Newspaper Review
19
 Sections”, commissioned jointly by Ogilvy & Mather
Media/The Network and National Magazine Company
[24]. Robert Quayle conducted eight group discussions
among men and women who read both a weekend
broadsheet newspaper and a paid-for magazine. He
found that newspaper sections are approached, read
and perceived differently from paid-for magazines.
Sections have no individual personality and are not a
brand in their own right, while magazines have a clear,
distinct, focused personality and carry strong brand
values. Sections are not perceived as aimed specifically
‘for me’; magazines are. There is a low expectation of
finding something of personal relevance in a section,
but a high expectation in magazines. Sections are
skimmed to find something of interest, whereas
magazines are skimmed to decide what to read first and
what to go back to later. With sections, readers expect
general, impersonal information, and the relationship is
THE READER RELATIONSHIP
unemotional, detached and relatively weak. With
magazines, readers expect information that is personally
relevant and involving, including ideas on what to buy
and do, and the relationship is stronger and more
emotional. Advertisements are felt to be merely
incidental to sections but integral to magazines; readers
spontaneously mention advertising as part of the appeal
of their magazines. With sections, advertising is not
seen as relevant to the editorial content, therefore ads
have to work independently of the medium, and there
is no perceived editorial endorsement of the ads. With
magazines, the ads are expected to be relevant and
there is a synergy between the editorial content and the
ads; the ads gain from the brand values of the
A
magazine, and they are seen to be endorsed by the
magazine.
Through such contrasts we see some of the strengths of
the stand-alone paid-for magazines: they are actively
and deliberately chosen, they are wanted for their own
sake, all the contents are likely to be of interest because
they reflect the magazine’s personality (i.e. the reader’s
personality), they have individuality, and the advertising
is relevant and consumed with interest.
20 HOW MAGAZINE ADVERTISING WORKS
EVOLUTION: KEEPING THE RELATIONSHIP FRESH
Magazines are different products from one issue to the
next, not only because every article is unique to a single
issue but also because an issue often contains new
elements, such as a new column, a rearrangement of
features, a redesigned masthead/cover/contents page,
and so on.
Magazines evolve, but it is not pure Darwin. Darwin’s
agent for change was natural selection. In the case of
magazines there are two agents of change working in
combination. One might be called ‘reader selection’, the
other ‘editor selection’.
‘Reader selection’ means the cumulative effect of the
innumerable choices made by readers [25]. Readers
choose such things as:
• interests about which one wishes to read
• a repertoire of publications to serve each interest
• particular issues of particular publications within
that repertoire
• the moment at which to read, when the mood is
right for absorbing a specific publication
• particular items to read when looking through or
screening the contents
• how long to dwell on each item, a choice made
possible because the reader has control over timing
This stream of choices leads over time to movements in
sales and readership, to which publishers and editors
attempt to respond. The editors’ efforts to modify their
magazines in order to keep them at the forefront of
readers’ preferences are what might be called ‘editor
selection’.
Central to maintaining the close relationship between
readers and their chosen magazines is the editors’ ability
to keep the product fresh, so that the readers and what
they are offered remain in step. “Good magazines are
edited by their readers” as Pat Roberts Cairns, editor of
House Beautiful, expressed it [26]. Provided this
harmony is sustained, the relationship can deepen
through time.
The challenges from new magazines, and from new
initiatives by existing magazines, keeps all editors on
their toes, and this competitive situation ensures that
readers have a supply of the most relevant and
stimulating magazines possible.
8. THE ‘MAGAZINE MOMENT’
The “Absorbing Media” survey, published in 2002 by
PPA and conducted by NFO WorldGroup [27, 28], called
the experience of reading magazines the ‘magazine
moment’.
NFO wrote “The magazine moment was described
warmly and positively by all respondents. It was
treasured, as a break from work/housework/
homework/etc, a totally different activity which
transported the readers from their everyday situation…
[sometimes] into other people’s lives (as with Hello!
magazine) or into a dream life of their own, for example
by reading DIY or travel magazines. It was generally an
intensely personal moment. The reader was utterly
absorbed in the magazine. Demands on one’s time
could be forgotten for a while.
“The magazine moment often took place in relaxed
places. Although the reader was often alone, in a
private place, this was not always the case. The
magazine itself could be sufficient to create a private
‘bubble’ that protected the reader from intrusion.
“Women with children in particular appreciated the fact
that their relationship with magazines was like an
unconditional friendship. The magazine would always
be there when they had a moment, to talk to them for
as long as they could spare.
“Magazines ‘feed’ the reader, and respondents did
‘devour’ their favourite magazines. They treasured
buying them, taking them home to read as a treat,
combined with other relaxing pleasurable activities –
some even claimed to read their magazines in the bath.
The satisfaction obtained was analogous to eating a
favourite food.”
HOW MAGAZINE ADVERTISING WORKS
Magazines are consumed at a more personal moment
of one’s time than are other media. The reading
experience is enjoyed both for its relaxing nature and for
its active input – dipping in, conscious scanning of each
page, re-reading – and is thus felt to be more engaging
and of more merit than watching television and easier
than using the internet. Magazines are consumed and
absorbed in an order and at a pace which suits the
individual.
Respondents remarked how magazines can be taken
where and when the reader wishes, are easy to pick up
and put down, and are available when there’s time for
reading. NFO commented that the real meaning of this
portability of magazines “was that the magazine really
can be a friend, always to hand but never demanding,
just like a good friend should be”.
A
Another aspect of the physicality of magazines is their
tactile quality: some readers “really liked the feel of the
THE READER RELATIONSHIP
magazine, and their response – both verbal and non-
verbal – suggested a warm, comfortable moment.”
Sometimes the magazine moment is something to be
shared rather than kept private. For instance two
respondents said:
“I’ll bring it in to work, and say in Bliss or Sugar
they’ve got questionnaires, you do your little
questionnairey things with people and rate them,
and call out each others’ stars.”
“I find with magazines if I’ve found something
good in it or something funny in it, I’d have it in my
bag and I’d say ‘Oh just look at this’.”
21
 9. MATCHING THE MAGAZINE TO THE MOOD
THE READER’S REPERTOIRE OF MAGAZINES
For each active area of interest, readers have one or
more magazines which they choose to buy, or choose to
accept as a pass-on reader of someone else’s copy. Thus
a repertoire of magazines builds up.
One’s repertoire is not fixed permanently. It can change,
with something new being tried if it looks as though it
might appeal, or something being dropped from the
repertoire if it ceases to give satisfaction. The cause of a
change might be the appearance of a new title,
modifications to an existing title, or a change in the
reader and the reader’s circumstances and requirements.
A person’s repertoire moves in step with his or her
personal, social and psychological development, so that
at any one stage comparisons are made over only a
narrow band of the whole magazine spectrum.
THE READER RELATIONSHIP
Obviously enough, magazine choice is likely to be
modified as one moves through the life stages of
childhood, adolescence, early working years, early years
of marriage or living together, the years of young
children, older children, the empty-nest years after the
children have left home, and finally the years of old age.
Again, within a much narrower time-span there are
other changes that affect one’s repertoire of magazines,
even if only temporarily, such as moving house,
redecorating, or thinking of changing the car.
A study from G+J called “Perspectives of a Woman’s
Monthly Magazine” conducted by BMRB [29]
concluded that “a magazine is immensely versatile. The
A
way it speaks to readers and the way readers interpret
the magazine is unique in every case... Each woman has
a repertoire of magazines and she has a different
relationship with each title... to meet her different needs
and moods.”
This highlights one of the values of the repertoire - there
is scope to choose the magazine that matches the mood
of the moment.
SELECTING FROM THE REPERTOIRE TO MATCH
THE MOOD
Selecting a magazine to suit the mood ensures that the
issue is read in an appropriate frame of mind. Both the
editorial and the advertisements can be absorbed while
the reader is in a relevant receptive mood, and thus they
have the maximum opportunity to make an impact.
A number of qualitative research studies have indicated
that one basic divide in mood is between
difficult/serious/heavy reading matter, representing
effort and work, and easy/light/fun reading,
22 HOW MAGAZINE ADVERTISING WORKS
representing relaxation or escapism. One instance is a
study by Plastow Research for International Thomson
Publishing [30] among readers of general interest
magazines. Readers distinguished between magazines
according to the amount of concentration required to
read them. Some, such as The Economist, Time and The
Spectator, were seen to call for a fair degree of
concentration and were read in a decidedly sterner
mood than many other journals. A different group of
magazines was seen as a means of escape or relaxation,
hence a comment like “I read Country Life sometimes
when I feel depressed and need to look at nice houses”.
A project by Behavioural Studies Ltd [30] identified two
main types of reading mood:
• ‘Feet up’: Reading on a settee, in the bath or in bed,
sometimes literally with one’s feet up. The reader is
relaxed, and not conscious of time. What is prized
is the experience of being taken out of oneself.
• ‘Practical’: Reading with the intention of learning
something from the publication. This is not
necessarily deliberate information seeking; it also
embraces a general feeling that one may pick up
some useful ideas.
A qualitative study by Communication Research Ltd for
a women’s monthly [30] also drew this distinction
between escapist and practical reading. CRL reported
“Once the magazine has been purchased there is
additional pleasure to be gained from choosing the right
time and place to read it”. Four informants said of the
monthly glossies:
“I like to read them in the evening, when there’s
no-one else around. They are connected with the
sort of total relaxation you can only get during the
evening.”
“There’s lots to read so I’ll go to bed early, have a
bath and make sure I’ve got time to myself.”
“I enjoy choosing it, picking through the
magazines. Then I read it when I’m in bed at night
or lying on the settee.”
“I need time to sit and read and enjoy them. I don’t
want home and work around me all the time.”
CRL found that when she’s seeing herself in her domestic
role it’s the practical magazines that a woman is likely to
select to read. Informants often commented about
associating these magazines with having a break from
work around the house. One of CRL’s informants said
 “If you’re feeling ‘housey’ you’d go for one
magazine and if you’re feeling ‘dreamy’ you’d go
for another.”
Another dimension affecting the way people choose
their reading is the time available and a person’s current
attitude towards that time. The Henley Centre reported
[31] that media and their messages are consumed in
different ways according to the person’s ‘time mode’.
One category is ‘saving time’ mode, in which consumers
‘streamline’. They want simple, fast and convenient
information. The other category is ‘investing time’
mode, when consumers need something more complex.
They seek relevance, involvement, and added-value
information, looking for messages that hold their
attention, engage them, and reward them for their
investment of time. Magazines are a perfect medium for
both ‘investing time’ and ‘saving time’ modes. Because
readers control their own exposure, they can approach
their reading in either manner.
SouthBank Publishing’s study “The Quality Medium, The
Quality Message” [23] by Mulholland Research
Associates, showed that women will sometimes try to
save reading their favourite monthly magazines until
they have no other pressures on them. “This may be in
the bath or in bed or at some other time of relaxation,
but the important thing is that they absorb themselves
with their magazine giving it their undivided attention.”
The magazines gain from being part of a private treat.
The reader of an upmarket glossy said:
“I’ve got two hours that I absolutely cherish - and
that’s my treat, a nice cup of coffee, quietly taking
my time, going through it.”
The very experience of becoming immersed in a
publication can further mould the mood of a reader. A
simple illustration is one woman’s remark in a group
discussion [30] that “I come out of reading
Cosmopolitan feeling a different person than when I
come out of reading Prima”.
This was closely echoed in the qualitative stage of the
“Absorbing Media” research, conducted by NFO
Worldwide for PPA and published in 2002 [27]. Talking
about women’s glossy monthlies, NFO wrote “The titles
were more than simply magazines – they were brands.
By reading one of these specific brands, readers would
be willingly engaging with its essence, becoming a
Cosmo or Vogue person during the time that they were
engaging with it… It was as if magazines played an
inherent part in people’s psyche.”
HOW MAGAZINE ADVERTISING WORKS
The study “Women & Magazines: The Medium & the
Message” [22] spoke about this in more detail. Not only
does a person’s existing mood affect what magazine is
picked up, but also the reader’s relationship with the
magazine will affect the mental mode of reading, and
the mood engendered by the magazine. This in turn has
an impact on the value and salience attached to a
magazine’s contents, including the advertisements. The
mental mode and the consequent reading behaviour
varies by type of magazine; as far as women’s
magazines and newspaper colour supplements are
concerned, the variations were described in the report
as follows:
“Style monthlies are read with intent to absorb
the style contained in the visual images. The mental
mode is acquisitive, dreamy and unfocused.
A
“Feature monthlies provide an in-depth read
which educates and informs as well as entertains.
THE READER RELATIONSHIP
The mental mode is one of deep concentration and
involvement, producing a highly ‘active’ read.
“Domestic monthlies are similar to Feature
Monthlies in the intensity of the read. However the
different contents results in differing mental modes
from emotional to rational and practical.
“Multi-dimensional weeklies are chiefly read for
practical support, producing a highly ‘active’ read
because of the perceived usefulness of the content.
“Traditional weeklies in contrast provide more
domestic and emotional support than practical aid.
“Colour supplements are very different in role
and this is reflected in both the physical and mental
nature of the read. They are read very selectively
and passively with little intention of using the
information contained. They are consequently read
for a short time and retained for only a short time.”
SELECTING WITHIN AN INDIVIDUAL MAGAZINE TO
MATCH THE MOOD
In matching their mood to their choice of what to read,
people can of course select not only a specific magazine
but also the kinds of item within a given magazine. As
Redwood expressed it [31], “Depending on mood, need
and context, we take from a magazine what we want,
when we want it – whether it is ideas, information,
advice, inspiration, escapism or relaxation. Our
relationship with our favourite magazines will be one in
which we feel emotionally engaged and intellectually
challenged, but always on our own terms.”
23
 10. THE PHYSICAL ASPECTS OF HANDLING MAGAZINES

HOW COPIES ARE OBTAINED
A magazine’s life often extends beyond the original
buyer or buying household. Highly complex and
organised networks of further readers can exist, often
involving the exchange of magazines on a regular basis.
The variety of ways in which people obtain their
magazines is measured by the "National Readership
Survey" [32], and also by the "Quality of Reading
Survey" (QRS) published in 2000 by IPA, ISBA & PPA,
and conducted by Ipsos-RSL [33]. Naturally, different
kinds of magazine, and in some cases individual titles,
tend to be acquired in different ways. There may be a
high proportion of copies delivered to the home, or
being bought at newsagents, or being passed on from
another household, or being read outside the home. As
examples, here are profiles for three categories of
magazine:
THE READER RELATIONSHIP
buy a magazine for themselves or a member of their
household necessarily read it more intensely than
people who see their copy in other ways. The National
Magazines/G+J survey “Women & Magazines: The
Medium and the Message” [22] had something to say
on this. “Purchase is not essential to the formation of a
strong reader/magazine relationship. If reader
identification with the brand’s values is strong then a
close relationship with the magazine will develop. When
secondary and tertiary readers receive a magazine on a
regular basis, the reader affiliation and commitment to
the brand is often as strong as the purchaser’s.”
WCRS commented that pass-on readers “are not of
drastically less value” to advertisers than primary readers.
Pass-on readership “is real, ‘involved’ readership and
largely not the reading of out-of-date copies in
hairdressers of media department mythology” [15].

TIME SPENT READING

5 5 country 3
television interests retirement Magazines are thoroughly read and a lot of time is spent
weeklies magazines monthlies reading them. The 2000 "Quality of Reading Survey"
% % % [33] found that for the average paid-for magazine 54
Bought it myself 58 36 18 minutes were spent reading a typical issue. For some
Delivered to my 8 3 10 categories of magazine (particularly specialist
home by newsagent publications) the average was appreciably higher - up to
Postal subscription to 1 4 43 74 minutes - while the lowest reading time for a paid-
my home for magazine category was 34 minutes. The newspaper
Someone else in my 21 5 3 supplements/sections averaged only 26 minutes of
household bought it reading time, less than half the average for paid-for
Passed on/lent from 3 16 15 titles. A complete listing of adults’ time spent reading by
A

another household category of magazine is given in the table which

Office/work copy 1 5 1 follows. As always, the variations by type of magazine
Only saw it outside 7 29 3 are a reminder that different kinds of magazine work in
my home/office different ways, as is appropriate to the subject matter
Other 1 2 8 and method of distribution.

Total 100 100 100

Average Time
Source: QRS
Spent Reading
(minutes)
As the table indicates, television weeklies have a very
high proportion of readers whose copy is bought by
themselves or another household member or is delivered
to the home. By contrast, readers of the country interests
magazines have a significant proportion of copies
obtained from another household, and more than a
quarter of copies are read only outside the home or
office. The readers of retirement magazines have a large
proportion of copies through postal subscription.

How to interpret such profiles is a debatable matter. It

would be an over-simplification to say that people who

24 HOW MAGAZINE ADVERTISING WORKS

PROPORTION OF ISSUE READ
Another way of looking at thoroughness of reading is to
measure the proportion of the magazine that is normally
read by the time the reader has finished with it.
Once again the "Quality of Reading Survey" (QRS)
provides the most recent information across a
representative range of magazine categories. QRS found
that the typical reader of a paid-for magazine had opened
78% of the pages by the time he or she had finished with
the issue. The proportion of readers who had opened at
least 50% of pages averaged 83%, while 44% of readers
had opened every single page in a typical issue.
A breakdown by type of magazine is given in the table
opposite. One of the striking things is the consistency of
the high figures, with no paid-for segment (except for the
classified advertising titles) scoring less than 70% of
pages opened by the average reader.

Average time spent reading, and proportion of pages opened - Adults

Time spent reading Proportion of pages opened

All paid-for magazines 54 78
Science & nature 74 77
General interest miscellaneous 69 73

A
Gardening 68 80
Motorcycling 68 80

THE READER RELATIONSHIP

Motoring - classic cars 65 78
Retirement 64 87
Golf 63 79
Current affairs & finance 60 73
Bridal 60 77
Angling 59 79
Homes & decoration 57 79
Motoring - performance cars 57 77
Women's general monthlies 56 80
Women's weeklies 55 83
Men's & style magazines 54 78
Parenting 53 71
Music 52 80
TV weeklies 50 82
Adult humour 50 82
Motoring - general 50 73
Country interests 49 76
Buying & selling (classified advertising) 48 64
Young women's magazines 47 81
Women's lifestyle 47 75
Slimming 43 73
Football 39 73
Women's health & beauty 37 75
Film, entertainment and listings 37 77
Teenage 34 72
Customer magazines:
TV listings 44 69
Motoring & travel 25 73
Women's 23 75
Newspaper supplements/sections 26 80

Source: QRS 2000

HOW MAGAZINE ADVERTISING WORKS 25

 Even these impressive figures are an under-estimation of
the true exposure achieved by the pages of a magazine.
In answering a question about the pages they had read
or opened, informants are often interpreting this as
including only those pages on which a significant
proportion of the text was read, word for word; they are
likely to be excluding items glanced at and passed over
without a detailed read. Thus the real traffic through the
pages is very high indeed. This has been confirmed by a
number of studies, of which the classic piece of research
was the “Reader Categorisation Study” [34] carried out
for JICNARS (National Readership Survey) by Research
Services Ltd.
This study included a page traffic check in which
respondents were shown copies of magazines they had
recently completed reading. They were taken through
the copies page by page and asked to say for each page
THE READER RELATIONSHIP
whether they “saw and read something on” the page,
“saw but just glanced at” it, or “didn’t see at all”.
The result was an average spread traffic score of 93%
for general and women’s weeklies and 92% for general
and women’s monthlies. The average page traffic score
was virtually as high:
Weeklies Monthlies
% %
Spread traffic 93 92
Page traffic 91 90
Reading traffic 51 44
A
Definitions:
Page traffic: proportion of pages claimed as either “read
something on” or “just glanced at”.
Spread traffic: proportion of spreads where either or
both facing pages were claimed as above.
Reading traffic: proportion of pages claimed as “read
something” on it.
Thus nine or more pages and spreads out of every ten
are looked at.
This is the true measure of the exposure to the
advertising which the magazine medium provides. Once
the magazine has delivered the reader’s eyes open in
26 HOW MAGAZINE ADVERTISING WORKS
front of the page it is largely up to the creative
treatment of the advertisement, and the interest of the
product, to convert that opportunity into an
examination of the advertisement.
The third type of score in the table above is ‘reading
traffic’ - the proportion of pages on which something
was actively read (as distinct from just glanced at).
Around half of all pages are read in this more
demanding sense.
SIMILAR PATTERNS IN OTHER COUNTRIES
Surveys in many other countries have shown similar
patterns: people spend substantial time reading their
magazines, the copies are read thoroughly, and they
also tend to be read repeatedly, so that the average
page (and thus the average advertisement) is exposed
more than once.
A recent example of such surveys is “Don’t Talk To
Strangers – the Quality of Magazine Reading Survey”,
published in 2002 by Magazine Publishers of Australia
and conducted by Roy Morgan Research [35]. It found
that primary readers of magazines (i.e. subscribers or
purchasers) averaged 5.5 reading occasions of the
average issue of a weekly magazine, and 7.3 reading
occasions of an average monthly – though newspaper
magazine supplements only achieved 2.9 occasions.
Among pass-on readers, weekly magazines averaged
3.0 reading occasions, monthlies averaged 2.6 and
newspaper supplements averaged 2.3.
Together with data on time spent reading, proportion of
pages opened, and a range of other questions on
qualitative aspects of reading, the MPA was able to
build up a picture of how magazines are used. The paid-
for magazines achieve a high intensity of reading:
impressive levels of multiple reading occasions and time
spent, resulting in thorough reading. Paid-for magazines
are more inspirational than newspaper supplements or
other media. There is a strong interaction and bond
between readers and their magazines. Readers view
their favourite publications as friends; when they are
reading their magazines both the editorial and
advertising content they are not talking to strangers.
11. REPEAT READING
Magazines are not just read once; frequently they are
read on several occasions, and many pages (including
advertisements) are looked at repeatedly. This reflects
one of the benefits of print media over television and
radio - the readers’ ability to control the timing of their
exposure. The desire to re-visit a magazine is an
expression of the relationship between reader and
magazine.
In picking up a magazine several times, each reading
may well cover only part of the total pages (except
perhaps the first reading), but by the time the reader has
finished with the issue virtually all of the pages will have
been seen, some of them a number of times.
The pattern of repeat reading is most easily observed
through a diary panel. IPC’s “Media Values” research
included a diary panel of 250 adults [36] recruited from
the main Media Values survey. Panel members kept a
diary of their magazine reading for two weeks. There
were numerous instances of separate reading occasions
during the course of a single day. Examples are:
Woman aged 34, on a Monday: reading of TV Times
11am 15 minutes, in living room, no other activity.
6pm 10 minutes, in kitchen, no other activity.
9pm 15 minutes, in living room, while watching TV.
She had read TV Times for a total of 40 minutes that
day, in three separate sessions. In addition she read
Bella for 20 minutes this Monday.
Man aged 32, on a Sunday: reading of Arena
10am 15 minutes, in lounge, no other activity.
Noon 15 minutes, in lounge, while listening to radio.
Man aged 28, on a Thursday: reading of Shoot
9am 30 minutes, in lounge, while listening to radio.
Noon 10 minutes, in lounge, while eating.
4pm 10 minutes, in lounge, no other activity.
8pm 15 minutes, in lounge, while watching TV.
This totalled 65 minutes on one day.
This enables us to see examples of people reading a
magazine on two, three or four separate occasions
within a single day, adding up to anything from 30
minutes to more than an hour. In addition these issues
may have been read on other days.
In order to look at the incidence of repeat reading of the
same issues on different days I turned to an earlier
diary panel and examined individual panel members’
records through time. This was an experimental panel
HOW MAGAZINE ADVERTISING WORKS
commissioned in 1984 by JICNARS [37], and run as
three separate sub-panels by three different research
companies (Communications Research Ltd, Research
Bureau Ltd, and AGB Cable & Viewdata). The panel ran
for about four weeks during October and November
1984.
There were countless instances of reading an issue of a
magazine on more than one day. A few examples will be
illuminating. The accompanying table shows extracts
from the diaries of four panel members.
Mrs F is typical in having a number of instances of
reading a magazine over two or more days. The 3rd
November issue of Woman’s Weekly was someone else’s
copy; Mrs F began reading it for the first time on 16th
November when it was nearly three weeks old. She read
it in her own home. Next day she read the same issue
A
again, at home. She also read the 10th November issue
of Woman’s Weekly on those two days. It looks as
THE READER RELATIONSHIP
though a friend or relative gave both issues to her on
the same day, and she was reading them in parallel. On
19th November Mrs F began reading the new issue of
Woman, cover-dated 25th November. It was her own
copy, she read it at home, and she read it again next day.
Mrs W read the new copy of Family Circle on two
consecutive days, 26th and 27th October, then after a
gap of two weeks she read it again, and five days later
read it on the fourth different day. It was her own copy
and she read it at home each time.
Mr G read the household copy of Radio Times every day
for seven consecutive days. He did the same with TV
Times. Every week there was this same pattern of
reading both magazines each day - obviously for
planning his daily viewing.
Mr E was an enthusiast of Reader’s Digest. He read the
October issue on 21st October; it was not the first time
he’d read that issue, so he had evidently started reading
it before he began keeping his diary that day. He also
read that issue on four other days over the next two
weeks. It was a household copy of the magazine, and
each time it was read at home. He acquired the
November issue and read it for the first time on 8th
November, at home. He then read it on seven of the
next nine days.
And so it goes on. The diaries are filled with instance
after instance of magazine issues being read on more
than one day, sometimes two or three weeks apart,
besides other issues being read on one day only.
27
 Date Date this First Whose Where
Person Magazine on cover issue read time? copy read

Mrs F Woman’s Weekly 3 Nov 84 16 Nov Y S H

17 Nov N S H

Woman’s Weekly 10 Nov 84 16 Nov Y S H

17 Nov N S H

Woman 25 Nov 84 19 Nov Y O H

20 Nov N O H

Mrs W Family Circle 31 Oct 84 26 Oct Y O H

27 Oct N O H
12 Nov N O H
17 Nov N O H
THE READER RELATIONSHIP

Mr G Radio Times 17 Nov 84 17 Nov Y F H

18 Nov N F H
19 Nov N F H
20 Nov N F H
21 Nov N F H
22 Nov N F H
23 Nov N F H

Mr E Reader’s Digest Oct 84 21 Oct N F H

23 Oct N F H
29 Oct N F H
A

3 Nov N F H
5 Nov N F H

Reader’s Digest Nov 84 8 Nov Y F H

9 Nov N F H
10 Nov N F H
11 Nov N F H
12 Nov N F H
15 Nov N F H
16 Nov N F H
17 Nov N F H

Key: First time (i.e. is this the first time of reading this issue?): Y=Yes, N=No.
Whose copy: O=Own, F=Family/household copy, S= Someone else’s.
Where read: H=Own home, S=Somewhere else.

The diary did not attempt to measure the number of
pick-ups within a single day. However the 2000 "Quality
of Reading Survey" [33] measured the average number
of pick-ups, which reflect both the pick-ups within a
single day and the different days on which an issue was
read. The question asked “How many times do you
usually pick up an issue of ……… by the time you've
finished with it?” The resulting averages are shown
below for a small selection of the magazine categories:

28 HOW MAGAZINE ADVERTISING WORKS


Average number
of times picked-up
Adults
All paid-for magazines 5.4
TV listings weeklies 10.0
Motorcycling 6.7
Homes & decoration 5.8
Men's & style monthlies 5.7
General motoring magazines 4.9
Women's general monthlies 4.9
Football magazines 4.1
Teenage 3.6
The average copy of a paid-for magazine is picked up
5.4 times by adults. TV listings weeklies understandably
have the highest number of pick-ups because of their
reference use, but among the 31 categories of paid-for
magazines even the lowest-scoring category achieves
3.6 pick-ups of a typical copy.
It is clear that repeat reading of magazines is a major
benefit for advertisers, yet it is one that is not reflected
in the National Readership Survey figures.
PAGE EXPOSURES (PEX)
The previous section has shown that magazine issues
are often read on more than one day, that they may be
picked up and read more than once within a day, and
that more than one issue may be read on a single day. It
is also true that not all of the issue is necessarily read on
a day when it is picked up.
These factors were combined into a single score - PEX
(Page EXposures) - in the 2000 "Quality of Reading
Survey" (QRS) [33]. PEX measures of the number of
times the average page in a magazine is read or looked
at by the average reader. In effect, this means the
average number of times a reader will see a typical
advertisement.
PEX was introduced because the National Readership
Survey treats all magazines as offering equal
advertisement exposure, even though this does not
reflect reality, and because magazines offer more
impacts than the average issue readership figures allow,
as the previous section has indicated. With magazines
these extra impacts are free, unlike the broadcast media
where every transmission costs extra.
HOW MAGAZINE ADVERTISING WORKS
The concept behind PEX is simple. First, establish the
average number of different days on which a magazine
is read (within its publishing interval), and also the
average proportion of pages opened on a typical day
when it is read. Then multiply the two together to
obtain the total proportion of pages opened - which
converts to the number of times an average page is
looked at.
For example, suppose that in a typical week a given
weekly magazine is read on three different days, as an
average across all readers; and that on a day when the
magazine is read an average of 60% of the pages are
opened. It is easy to see that during the whole week 3
x 60% of the pages are opened, i.e. 180%. This means
an average of 1.8 times per page.
In practice the questions which measure PEX ask about
A
the number of reading days in the last week/month/etc,
rather than the average week/month/etc; and the
THE READER RELATIONSHIP
proportion of pages opened on the last day rather than
the average day. This is because it is easier for
respondents to answer in terms of a particular recent
occasion than to estimate an average over a longer
period. But it can be demonstrated from QRS data that
the average derived from a large number of people
reporting on the last occasion produces the same result
as the average derived from the same people reporting
on their individual average behaviour. PEX also uses an
additional question to take account of people sometimes
reading more than one issue on the same day.
Thus the three questions that make up the PEX score
ask:
• The number of different days on which any issues
of a named magazine were read or looked at,
within the publishing interval (e.g. 7 days for a
weekly)
• The number of separate issues read or looked at on
the last day on which any issues were read
• The proportion of pages opened on the last day on
which an issue was read (the proportion of the last
issue read if two or more issues were read that day)
The PEX scores are calculated by multiplying the three
answers together.
The average PEX score across all the paid-for magazines
covered by QRS was 2.54. In other words, the average
magazine page is looked at 2.54 times, a great benefit
for advertisers. For national newspaper sections and
supplements the average PEX score was 1.28. There
were considerable variations by publication categories,
as the ranking of the scores on the next page indicates.
29
 No. of times the average page in a magazine is read or looked at

Page EXposure (PEX) scores

Adults Men Women

All paid-for magazines 2.54 2.68 2.44

Motoring - performance cars 4.86 5.28 2.37

Bridal magazines 4.83 1.59 5.60
Slimming 3.95 1.52 4.42
Motoring - classic cars 3.73 4.25 1.12
Adult humour 3.63 4.02 2.42
Women's health & beauty 3.51 1.25 3.68
Motoring - other 3.31 3.65 2.43
Motorcycling 3.20 3.48 1.71
Men's & style magazines 3.20 3.39 2.34
THE READER RELATIONSHIP

Science & nature 3.02 3.32 2.59

Homes & decoration 2.90 1.80 3.31
Gardening 2.83 2.36 3.14
Parenting 2.82 1.36 3.23
Football 2.81 3.14 0.96
Other leisure interests 2.80 3.20 0.96
Country interests 2.64 3.03 2.11
Young women's magazines 2.61 2.48 2.63
TV listings weeklies 2.54 2.30 2.73
Women's general monthlies 2.44 1.74 2.54
Teenage 2.42 1.04 2.73
Golf 2.32 2.42 1.71
Music 2.28 2.46 1.87
Current affairs & finance 2.15 2.34 1.61
A

General interest - miscellaneous 2.07 2.33 1.86

Motoring - general 1.98 2.21 0.75
Angling 1.97 2.06 1.39
Retirement 1.93 1.43 2.02
Women's lifestyle 1.91 0.99 2.07
Women's weeklies 1.78 1.29 1.86
Film, entertainment & listings 1.76 1.79 1.73
Buying & selling (classified ads) 1.74 1.97 0.97

Customer magazines:
TV listings 4.28 4.29 4.27
Women 1.64 1.17 1.84
Motoring 1.56 1.74 1.29

Newspaper supplements/sections 1.28 1.26 1.30

Source: QRS 2000

30 HOW MAGAZINE ADVERTISING WORKS

The adult page exposure scores range from 4.86 for
performance car magazines to 1.56 for motoring
customer magazines, and 1.28 for newspaper
supplements/sections. The reason for this range is the
different ways in which different categories of magazine
are used by their readers. There are further variations
between titles within each sector. And different kinds of
reader are liable to show different scores: the general
In case it might be thought that the repeat exposures
have no value for advertisers, there are three classic
studies carried out by Alfred Politz in the USA [38]. For
each study, 12 advertisements were tested among three
matched samples of subscribers to a magazine. One
sample was not exposed to the test advertisements at
all, another was exposed to them once, and the third
was exposed twice. Four different measures (brand
familiarity, claim acceptance, rating of brand quality,
HOW MAGAZINE ADVERTISING WORKS
principle is that core readers have rather higher page
exposures than non-core readers.
All categories of magazine deliver a higher exposure to
advertisements than NRS average issue readership
suggests, for the NRS implies a PEX score of 1.00 for all
titles.
Number Of Times The
Average Page Is Opened
(PEX= Page EXposures)
A
THE READER RELATIONSHIP
and interest in buying) all gave the same answer:
compared with the control sample who saw none of the
test advertisements, the effect on the people who saw
the test advertisements twice was roughly twice as great
as the effect on those who saw them once. That is, the
additional effect of a second exposure in these
magazines was roughly the same as the effect of the
first exposure. Repeat exposure matters.
31
 12. READERSHIP ACCUMULATION THROUGH TIME

Not everyone who will read a specific issue of a Accumulation: dailies and weeklies
magazine will read it on the day it is published. Some
read it on publication day, some read it for the first time
on the day after publication, some on the next day, and
so on.

Several factors influence the speed at which the total

readers of an issue build up. One is publication
frequency: a typical weekly magazine accumulates new
readers faster than a typical monthly. The more time-
critical the editorial content, the faster the rate of
accumulation of new readers of the issue. In general,
the more readers per copy, the longer the period
required for the later pass-on readers to first see the
issue. The glossier and more robust a magazine is
physically, the longer it is likely to be around to collect
further readers. The distribution method plays a role
too: a magazine that is largely mailed out to subscribers
THE READER RELATIONSHIP

or customers tends to accumulate its readers faster than

a magazine that largely sells in newsagents.
The speed at which magazines and newspapers build up
the total readership of an average issue was measured
in the Readership Accumulation Study published by the
National Readership Survey (NRS) in 2004 [39, 40, 41].
The results were based on 7,001 people keeping diaries
of their reading for one week. NOP World conducted
the study.
The first graph shows how quickly daily newspapers
accumulate their readers, as one would expect. The
short curve is lost in the top left-hand corner of the
graph because the average daily has reached 96% of a
given issue’s readers on day 1, and another 3% catch up
on day 2. Sunday newspapers (not graphed) are almost
as quick, with 95% reached on day 1 and 99% by day
4, and newspaper supplements are not far behind.

The purpose of the study was to enable users to The second curve is for TV weeklies. These magazines
distribute through time the average issue readership are published several days before the listed programmes
estimates published by the main NRS survey. Every start, so there is a slight S-shape to the curve because
A

magazine and newspaper measured by NRS was given
its own accumulation curve: that is, about 230 curves
were published. In addition, summary curves for 25
publication groups are available. As examples of the
types of curves produced, the two accompanying
graphs show curves for a selection of eight of the
publication groups.
most readers do not obtain or look at it until day 4 when
60% have accumulated. After that, readership
accumulates very fast as the viewing week covered by
the programme listings starts. There are negligible new
readers of the issue after the final day of the listings.
Again, this makes complete sense.

32 HOW MAGAZINE ADVERTISING WORKS

The third curve shows the average for general weekly
magazines: titles such as Auto Express, The Economist,
Country Life and New Musical Express. 82% of readers
see a given issue during week 1, and 91% have seen it
by the end of week 2. The curve then almost flattens as
pass-on readers take some time to be garnered, and
after four months there are still 2% who have yet to see
the issue.
Women’s weeklies - the fourth curve - accumulate their
readers at a somewhat slower rate than general
weeklies. 62% of readers see the issue in week 1, and
79% by the end of week 2. 91% are reached by week
5. After four months there are still 3% of an issue’s
ultimate readers who have yet to see it.
Accumulation: monthlies
The second accompanying graph plots the curves for
four of the monthly magazine groupings. The fastest-
accumulating of these four categories is women’s
customer magazines, such as the Asda and Somerfield
titles. Their method of distribution, editorial content,
and relatively low readers-per-copy (for monthlies) mean
that by week 4 they have built up 81% of their readers,
and 99% are reached by week 9.
HOW MAGAZINE ADVERTISING WORKS
Men’s monthlies – titles such as FHM, Men’s Health and
Esquire – are the slowest-building category of all 25
publication groups, in the early weeks. By week 4 only
36% of readers have seen the issue. But the group
maintains its rate of climb for a longer period than
several other groups for whom diminishing returns set
in more quickly. In week 9 men’s monthlies overtake the
home interest group, and 90% of readers are
accumulated by week 11. After six months there remain
5% of readers who have not yet seen the issue.
The other two curves in the graph have a similar shape
to each other but general monthlies accumulate their
readers slightly more quickly than home interest
monthlies. After six months 6% of general monthlies’
readers have yet to see the issue. For the home interest
titles the figure is 9%, the highest percentage for any
publication group. This reflects these magazines’
A
physical durability, the relatively timeless quality of the
editorial content, their ability to remain desirable to
THE READER RELATIONSHIP
future readers, and thus their comparatively high
number of pass-on readers.
These eight sample curves give a general impression of
how readership accumulates. They show how variable it
can be from group to group, and how the variations
make good sense.
The driving force for measuring accumulation has been
the need to improve the allocation of advertisements
across a campaign period, in order to control the week
by week delivery of ad exposures. This aspect is
discussed in section 41 of this report. In addition, the
data have been integral to a new analysis of the
effectiveness of magazine advertising. The analysis,
commissioned by PPA and published in 2005, is
reviewed in sections 23 and 40.
The NRS accumulation curves are very similar to the
curves previously found in the USA, when research
agency MRI (Mediamark Research Inc) published a
pioneering study in 2001 [42]. We can be confident that
a broadly comparable pattern exists in most other
countries around the world.
33
 (B) THE ADVERTISER RELATIONSHIP:
MAGAZINES’ EFFECTIVENESS AS AN ADVERTISING MEDIUM

13. HOW READERS USE MAGAZINE ADVERTISEMENTS

We know from the JICNARS Reader Categorisation
Study (discussed earlier in section 10) that the average
reader of the average magazine has his or her eyes open
in front of more than 90% of the spreads. Thus nearly
all of the advertisements are at least glanced at in the
process of screening the magazine’s contents.
Having opened the relevant spread, how do readers use
the advertisements? And why doesn’t every ad get a
90% recall score in post-testing?
If an ad conveys meaning, the reader will look at it more
closely. If not, the reader’s attention is likely to move on
to something else on the spread or another spread.
A more detailed account of this process has been given
by Wendy Gordon and Neil Swan of The Research
Business [43]. Their full account is summarised by an
inverted triangle.
They wrote “The diagram illustrates how people

It has long been established that in general terms

THE ADVERTISER RELATIONSHIP

selective perception comes into operation. People

screen the contents (ads as well as editorial) for things
which have meaning to the reader. There are many ways
in which an advertisement can hold meaning for the
reader:

• she (or he) uses the product type or brand

• she recently gave up using the product type or brand
• she is interested in an activity portrayed in the ad
• she is interested in a famous person shown in the ad
• someone in the ad reminds her of someone she
knows - a relative, friend or colleague
• she recognises the place shown in the ad
• the ad contains a dramatic, intriguing or amusing
device - visual or in words or both
B

• the ad has some previous connection for her (e.g.

remembering an earlier ad in the campaign, which
amused/intrigued/interested her)
• and so on

34 HOW MAGAZINE ADVERTISING WORKS

consume press advertisements. There is an instant level
of absorption in which either the product category, a
simple message and/or the brand is communicated
immediately. This happens in the time that it takes for a
person to flick over the pages of a magazine or to page
through a newspaper.
awareness of the advertising tends to increase as
interest in the product field increases.
But hope is not lost for low-interest product fields.
Print Awareness Index v Category Involvement

“If something about the advertisement succeeds in

holding the reader’s attention, the next stage is one of
searching, scanning and following the signposting. By
this we mean that the reader absorbs additional brand
information whether it be rational or emotional, speed
reading through the advertisement by looking at visuals
or paragraph headings.

“Lastly, the details of the supporting copy might be read

completely or almost completely.”

B
If an ad can succeed in attracting attention - and every
single ad has this possibility open to it - the

THE ADVERTISER RELATIONSHIP

communication that is delivered can be very effective
indeed. This is essentially because the reader is in control
of the timing of the exposure, and is thus in control of
how the ad is used.

Other accounts of the way magazine ads are used by
readers are given in section 21 dealing with pre-testing
advertisements.
EFFECT OF INTEREST IN THE PRODUCT FIELD OR BRAND
It is well known that interest in or usage of a brand or
product field is likely to increase the chance of an
advertisement being noticed, as many studies have
proved. An instance of this comes from IPC Magazines’
“Ad Track” survey conducted by Millward Brown [44].
This survey is discussed in more detail later on, but for
the moment the following graph shows for 21 products
the relationship between interest in the product field
and awareness of the advertising. Nearly all cases lie on
or close to the straight-line diagonal; in other words,
Magazines can overcome this through interesting and
relevant creative work. On the chart, Campbell’s
Condensed Soup is an example. Awareness of the
advertising is far higher than one would predict from
the modest interest in the soup market. This was
achieved through featuring two appetising recipes
describing ways of using soup as an ingredient in
cooking.
Even when the product field is low-interest, there is
always a way of creating an ad that will be high-interest.
And it is wise to check the proposed creative treatments
by pre-testing the ads before running them. The topic of
pre-testing is discussed later.

HOW MAGAZINE ADVERTISING WORKS 35

 14. ADVERTISEMENT NOTING
WHAT AD NOTING MEASURES, AND ITS LIMITATIONS
Selective perception, or ‘involvement’, which underlies
the previous chart on product field interest, also explains
some of the findings produced by advertisement noting
techniques. Information is sometimes sought on the
chances of an advertisement being seen if it is on a
right-hand page versus a left-hand page; in colour or
black and white; in a large size or a small size; at the
front of the magazine versus the back of the magazine;
and so on. Ad noting scores have long been offered as
a way of providing some answers, though the technique
has its limitations.
The method is based on showing a sample of readers a
copy of the issue they have read, and asking them to go
through the issue page by page and stating what they
THE ADVERTISER RELATIONSHIP
can remember having looked at previously. This can
generate a spread traffic score (the percentage of
readers who looked at anything on the two-page
spread), a page traffic score (the percentage who looked
at anything on the page) and an ad noting score (the
percentage who looked at the advertisement).
Averaging across all advertisements, or all within a given
category, produces average ad noting scores.
The level of the ad noting scores is dependent on the
form of the question asked. A question which merely
asks whether or not the reader looked at the
advertisement is likely to produce lower scores than a
question which distinguishes between (a) just glancing at
it and moving on to something else, and (b) actually
reading something in the ad. This is because most
B
respondents can’t believe interviewers count casual
screening-out of advertisements as ‘looking at’ the ads,
so they don’t claim such glancing unless specifically
asked about it. It makes a big difference to the scores.
The JICNARS “Reader Categorisation Study” [34] has
already been cited, which distinguished between “saw
and read something” on the page and “saw but just
glanced at” the page; combining both types of exposure
yielded average page traffic scores of 90% or more.
As far as advertisements are concerned, one of the few
published examples which made this distinction relates
to ads which appeared in an issue of Big Farm Weekly,
a publication for farmers [45].
In a traffic and noting study conducted by Gallup,
informants who failed to claim to have looked at
selected advertisements were asked what they thought
the reason for not looking was. This established that the
great majority of non-noters had in fact looked at the
advertisements but had not originally claimed to have
noted them because they had not felt interested in them
36 HOW MAGAZINE ADVERTISING WORKS
often because the product was not relevant. These
farmers had perceived the ads in order to decide not to
study them. The breakdown of the scores for one of the
advertisements, for a herbicide for barley fields, was as
follows:
Originally claimed to have looked at ad 34%
Not originally claimed, but during follow-up
question admitted had seen it 46%
Total claimed as seen 80%
Unsure whether seen or not 3%
Not claimed as seen, after follow-up question 17%
Total 100%
Although the ad noting score was only 34%, 80% of
informants had actually looked at the ad. Even this was
not the whole story because the spread traffic score was
82%, which is a better estimate of the proportion who
had had their eyes open in front of the ad.
Our understanding of ad noting scores was assisted by
a validation study by the Agencies Research
Consortium, a group of about 30 advertising agencies
[46]. BMRB developed a technique called DEMOS (Direct
Eye Movement Observation System) in which
respondents waiting in a waiting room read a magazine
or newspaper on a lectern, while their eye movements
and the page that was opened were secretly filmed by
two hidden cameras. By superimposing the film of eye
movements onto the film of the opened pages it was
possible to analyse exactly where on each page the eyes
were directed. Once the filming was completed the
respondents were shown into another room and given
a traffic and noting interview, using the same issue of
the publication they had been observed reading in the
waiting room. It was then possible to compare the
reading claimed in this interview with the reading
observed from the films. There were some dramatic
differences, largely in the direction of under-claiming in
the personal interview. The page traffic and ad noting
data were clearly not measuring exposure but
communication of some sort. The scores were reflecting
interest and involvement in the subject matter of the
article or advertisement, as opposed to exposure to the
page or ad (which was typically much higher).
Another reason for page traffic and ad noting scores
being under-estimates of exposure concerns the age of
the issue at the time the interview was carried out. If the
interview is conducted too soon (e.g. a day or two after
a magazine is published) the reader may not have
finished reading the issue, and thus may correctly not
claim to have read a page which would actually be read
a little later. If the interview is conducted too late (e.g.
two weeks after a weekly magazine is published) the
respondent’s memory may have faded, and there may black & white in the larger spaces but they are level in
be confusion with reading of the subsequent issue. the smaller spaces.
There is no perfect timing.
Additional American information comes from Starch
INDICES OF AD NOTING, BY SIZE, COLOUR AND Tested Copy data from the Roper Starch research agency
OTHER FACTORS during the period 1981-1990, based on measuring a
range of consumer magazines [48]:
Nevertheless, average noting scores broken down by
type of advertisement can give an indication of the Index
relative effect of size, colour and position of
advertisements - provided one bears in mind that the Left hand page, colour 100
indices are not reflecting exposure to the ads, but recall Right hand page, colour 101
of (and thus involvement with) the ads. If the sample
and variety of advertisements is large enough, the effect Left hand page, black & white 100
of other variables - especially creative execution and Right hand page, black & white 100
product field - are averaged out.
Non-bleed, page colour 100
Noting scores are no longer researched regularly in the Bleed, page colour 115

B
UK, but in 2004 Media Dynamics Inc compiled averages
based on studies conducted in the US over a number of Non-bleed, page black & white 100

THE ADVERTISER RELATIONSHIP

years by Burke, Gallup & Robinson, Starch and other Bleed, page black & white 111
research organisations [47]. The resulting noting scores
were indexed with the score for an average four-colour Standard size magazine pages 100
page advertisement as 100. Small pages (Reader’s Digest size) 104

Index First third of magazine 100

Middle third of magazine 95
Page, colour 100 Last third of magazine 87
Page, 2-colour 78
Page, black & white 74
The indices show little difference on average between
Inside front cover, colour 112 left-hand and right-hand ad pages. Bleed pages (ads
Inside back cover, colour 90 printed to the edge of the page with no margins)
Outside back cover, colour 120 outscore non-bleed, in both colour and black & white.
Inside front cover gatefold, colour 145 The physical size of the page does not make a
significant difference, comparing Reader’s Digest-sized
2-page spread, colour 130 pages and the larger standard sizes. Early ad pages in a
2-page spread, 2-colour 110 magazine tend to score rather better than late pages on
2-page spread, black & white 95 average, but it is heavily dependent on the specific
content of each page – which reminds us that these are
2/3 page vertical, colour 81 recall scores, not true exposure scores.
2/3 page vertical, 2-colour 60
2/3 page vertical, black & white 60 New data were published in 2005 by Medialogue, the
advertising sales house of Sanoma Magazines in
Half page horizontal, colour 72 Belgium. Their report “Stop/watch” [49] published
Half page horizontal, 2-colour 56 scores based on 2,879 advertisements tested in mass-
Half page horizontal, black & white 56 market magazines in Belgium during 1996-2004. Ads
were scored on eight measures, but the one relevant in
this context is the Starch-like recognition score. Scores
The results show a logical progression by size: the larger below are indexed, with the top item in each block
the advertising space, the greater the recall score. Full indexed as 100.
colour outscores two-colours, which in turn outscores

HOW MAGAZINE ADVERTISING WORKS 37

 Index experienced by the reader. While engrossed in a
specialist section such as cookery, motoring, fashion or
Page 100 home interiors, the reader is already in the mood to be
Double-page spread 116 receptive to an ad for a product or service in the same
Half page 84 field. (See section 15 for more on this.)
Quarter page 75
Inside front cover 113 AD CLUTTER IS NOT A PROBLEM IN MAGAZINES
Inside back cover 108
Outside back cover 117 Advertisers are understandably concerned about
advertisement ‘clutter’ in the media – increasingly so, as
Full colour 100 the volume of advertising messages escalates. With
Black & white/2-colour 79 television and radio the linear nature of the medium
means that if the length of the commercial break or the
Left hand page 100 number of different commercials in it are high, it is more
Right hand page 104 difficult for any one advertiser’s commercial to be
noticed and attract the attention of the audience.
First third of magazine 100
THE ADVERTISER RELATIONSHIP

Middle third of magazine 98 There is no such problem of clutter in magazines

Last third of magazine 96
Non-relevant editorial context 100
Relevant editorial context 106
In general the indices move in the same directions as the
American data, though not always to the same degree.
The principal difference is that Medialogue reports only
a negligible difference between the first, second and
final thirds of the magazine whereas Starch reports
more substantial differences.
Medialogue adds an interesting new analysis: there is a
modest advantage in being among relevant editorial
B
however. The targeted nature of a magazine’s readers
means that most magazine ads have some degree of
relevance to the issue’s audience. Indeed with most
magazines the advertisements are regarded as an
integral and important part of the content. It is then the
readers who control the order in which ads are looked
at, and the attention and time devoted to each one.
Moreover advertisements are distributed more evenly
throughout the medium than is the case with television
and radio.
Consequently a given advertisement’s impact is not
likely to be much affected by whether there are other
ads nearby, ads from direct competitors, or whether a
high proportion of the issue’s pages are made up of ads.

content, such as a food product being advertised within This has been confirmed by the “Stop/watch” report
a cookery feature. This score is about recognition of the [49] published in 2005 by Belgium’s Medialogue
ad; there are further advantages in the way the ad is (described above).

38 HOW MAGAZINE ADVERTISING WORKS

 Index
Ad on same/preceding/next page 100
No ad on same/preceding/next page 101
No competitor in same issue 100
1 competitor in same issue 102
2 competitors in same issue 102
3-4 competitors in same issue 103
5-8 competitors in same issue 101
Less than 20% ad ratio 100
20%-30% ad ratio 104
30%-40% ad ratio 109
There is no advantage (in terms of recalling the
advertisement) in being physically distant from all other
advertisements. Ads with other ads close by achieve
more or less the same average score as ads that are
alone. The difference between an index of 100 and 101
is not statistically significant.
Nor is it a drawback to have direct competitors
advertising in the same issue of the magazine. It makes
no difference whether there are no competitors or eight
competitors in the issue. This is a contrast to television
and radio, where it is a cardinal rule not to have direct
competitors in the same commercial break. (The
magazines tested were mass-market titles. With
specialist magazines, readers positively want lots of
competitors in the same issue. Computer magazines are
a good example: many are thick with advertisements
and catalogues, forming a marketplace.)
Finally, it is no disadvantage to have a high ad ratio: that
is, the proportion of total pages in the issue which are
advertisements. Indeed, quite the opposite. For ads in
HOW MAGAZINE ADVERTISING WORKS
issues where 30%-40% of the pagination is advertising,
the average score for an ad is slightly higher than for
issues with lower proportions of advertising.
Clearly, ad clutter is not a problem with magazines.
EYES OPEN IN FRONT OF PAGE: THE REAL MEASURE OF
NET AUDIENCE TO ADS
Readers generally open all or almost all pages and are
thus exposed to the ads as well as the editorial, which
means that the publication has done its job of putting
the ads in front of the eyes of the audience. The Reader
Categorisation Study (discussed in section 10 above)
showed that 90% of readers looked at the average
page in a magazine. The limitation of the Starch and
almost all other page traffic and ad noting techniques is
that it is not clear to respondents that just glancing at
B
the page counts as exposure to the page or ad. The
readers think they are only to report the pages or ads
THE ADVERTISER RELATIONSHIP
that made a memorable impression at a conscious level
– which depends on the attributes of the advertisement
(such as creativity and likeability) and also the reader:
the reader’s needs and interests, attitudes towards the
brand, and experience of other communications from
the brand.
The high spread and page traffic scores from the Reader
Categorisation Study have been echoed by a German
project [50]. Measuring eye movements, it was found
that eye contact is made with approximately 90% of all
advertisements.
The figure of 90% of readers looking at the average
page is simply a measure of net audience, of course. The
gross audience takes account of repeat reading and is
considerably higher, as section 11 described.
39
 15. ADVERTISERS BENEFIT FROM THE READER-MAGAZINE RELATIONSHIP
The affinity between readers and their chosen
magazines, established in previous sections, greatly
benefits advertisers. The powerful intimacy rubs off
onto the advertising, awarding it an authority and
trustworthiness. There is a positive effect on the
perception and absorption of the advertisements. The
editorial content delivers a reader in the right frame of
mind to be receptive to the advertisers’ messages. An
advertiser quoted by Reader’s Digest [51] was spot on
when he said “The editorial/reader relationship is a one-
to-one conversation, and in time it creates a bond of
trust, of belief, expectation and empathy. It is through
the quality of this relationship that an aperture or
opening to the reader’s mind and heart is created,
through which we advertisers can establish
communication.”
THE ADVERTISER RELATIONSHIP
Because magazines can serve a niche market, readers of
such titles feel a sense of being a member of a ‘closed
club’. This aspect of magazine reading means that the
advertisers know they are free be cheeky or adventurous
or whatever is appropriate for the particular niche,
because it is a private conversation among like-minded
people.
The bond between readers and their chosen magazines
means advertisers can imply to readers that “not only do
we have something to sell but we are also part of the
fantasy created by the magazine”, as Christine Walker
expressed it at the 2002 PPA Conference [52]. She
continued “There will always be an unquantifiable
quality about magazines. It’s what makes them special.
It’s about tying one’s brand into a monthly or weekly
B
statement about how people are living today – in the
real world and in their imagination.”
HOW IT WORKS
This rub-off effect was investigated in the qualitative
survey “Women & Magazines: The Medium & The
Message” published by National Magazines and G+J of
the UK [22]. It found that the way an advertisement is
perceived in a magazine and the level of involvement
between the reader and the advertisement is likely to
depend on the reader’s expectations of advertisements
in the publication, the advertisement’s degree of
compatibility with the magazine as a brand, the
strength of the reader’s relationship with the magazine,
the advertisement’s positioning relative to editorial, the
mode of reading, the intrinsic qualities of the
advertisement, and the reader’s historical relationship
with the advertised product.
The research report said “The reader approaches the
magazine in a frame of mind geared to absorbing that
40 HOW MAGAZINE ADVERTISING WORKS
particular magazine’s personality and opinion. The
advertising can be absorbed as part of this opinion -
provided that it is close in character, style and brand
values to the magazine’s personality. The closer the
advertisements are to the magazine’s ethos, the more
authority they achieve. Compatible advertising will carry
the endorsement of the magazine’s personality - a
powerful benefit because of the way women identify
with the magazine they have chosen. Thus when an
advertisement in a magazine resonates with the
character of that magazine’s personality, it is capable of
achieving a synergy with the remaining content. When
this occurs, the advertising and editorial are mutually
reinforcing and promote maximum reader identification
with both advertisement as brand and magazine as
brand. A dual branding is thus achieved... The stronger
the reader’s affiliation with the magazine as a brand, the
higher the level of endorsement that the advertising
receives from the magazine’s personality.”
It is illuminating to see why the research confirmed the
notion that it pays to position advertisements close to
relevant editorial. The mood induced by reading the
editorial on a topic transfers beneficially to an
advertisement nearby on the same topic. It helps induce
involvement with the ad, and identification of the ad as
being ‘for me’. One of the informants said:
“I think what you read heightens your interest in
that particular subject. If I was reading this on
fashion design and that Miss Selfridge ad was in it,
because I’m already attuned to fashion design I
would be that much more aware. It’s the same as
Sharwoods. If Sharwoods was in the middle of my
catering, in my recipe section, I might actually look
up the recipe that it’s advertising.”
A related statement was made by an informant in
another survey, the AIM study [53]:
"If there's an article on beauty products, the next
page might be an advert on a beauty product and
it's almost an addition to the article. It's welcome
because it's informative."
ADVERTISING: ESSENTIAL AND ENJOYABLE
The “Media Values” survey from IPC Magazines [9]
showed that advertisements in magazines are seen as
essential and well liked.
Among adult readers of magazines of all types, 65%
agreed with the statement “The ads are an essential
part of this magazine”. There was naturally some
variation according to the type of magazine. Among
readers of motoring magazines 80% agreed with the
statement as it applied to motoring titles. For
motorcycling magazines 76% agreed. For house and
home monthlies, and fashion beauty and hair
monthlies, 75% agreed. At the other end of the scale,
advertisements are just not very relevant for one or two
types of magazine. Only 8% of readers of puzzle
magazines agreed that the ads are an essential part of
the magazine. The next lowest figures were 47%-49%
agreeing, for publications such as romantic magazines.
Incidentally, the 65% average for all magazines was a
good deal higher than the equivalent figures for any
other form of media. For newspapers, colour
supplements, commercial television, commercial radio
(the runner-up) and cinema the ads were not seen as
such an essential part of the medium.
Another “Media Values” statement was “I enjoy the ads
in this magazine”. Again there was a high average score
for all magazines, with 62% agreeing. This was higher
than for any of the other media forms; television was
the runner-up.
WOMEN’S STYLE/FEATURE MONTHLIES
The affinity between reader and magazine, and its rub-
off onto the advertising, was demonstrated among
women’s style and feature monthlies. SouthBank
Publishing Group conducted a study called “Today’s
Fashionable Values” [54]. 1,650 postal questionnaires
were received from readers of three magazines, asking
about their interests, lifestyle, and attitudes towards
advertisements in their magazine.
The study showed that readers treat advertisements as
an integral part of their magazine, and that the readers’
trust in the magazine is extended to the advertisements
in it.
Thus 69% agreed with the statement “I see
advertisements in magazines as a source of
information”. 69% agreed with the statement “I trust
the advertisements in …(magazine)…”. 65% thought
“…(magazine)… only carries advertisements for
products they approve of”. Thus an endorsement of the
ads by the magazine is perceived to some extent.
The advertisements carried by these magazines were
seen as good quality, tasteful, and informative - the
same qualities that were delivered by the magazines
themselves. 72% of readers said they had bought a
product as a direct result of seeing it advertised in their
magazine. In fact, 55% agreed with the statement “I
often buy beauty products I have seen advertised in
HOW MAGAZINE ADVERTISING WORKS
magazines”, and 47% agreed “I have bought perfume
as a result of testing it from a scent strip”. 81% agreed
with the statement “A recommendation in a magazine
is more likely to make me try a product”. So the readers
are wide open to suggestions, whether from an editorial
mention or an advertisement.
When the magazine’s brand values are complementary
to those of the advertised product, a multiplier effect
occurs. The advertising becomes more effective than it
would be if seen out of context or in a less appropriate
medium.
WOMEN’S DOMESTIC MONTHLIES
A survey by RSGB called “The Dynamics of
Communication” [55], which interviewed average-issue
readers of Prima, Essentials, Family Circle, Good
B
Housekeeping and Woman & Home, underlined the
value to advertisers of the strong reader/magazine
THE ADVERTISER RELATIONSHIP
relationship. The survey found that:
1 The more closely that a reader identifies with a
magazine as a brand, the more positively she
responds to the contents of the magazine,
including the advertising.
2 The more committed and loyal a reader is to her
magazine, the more she will value and trust its
contents.
3 The greater the degree of involvement that a reader
has with her magazine, the more attention she pays
to it and the more use she makes of it.
4 If a magazine succeeds in inspiring its readers it will
give them new ideas for things to do and to buy.
5 When brand affiliation, commitment, involvement
and inspiration are all achieved, the reader’s
reaction to the magazine’s contents is especially
powerful.
Another example, this time among a very specialised
kind of women’s domestic monthly – parenting
magazines [56] – is described on the website
www.hmaw.net
WOMEN’S WEEKLIES
A further piece of research moves us from women’s
monthlies to women’s weeklies. IPC’s Weeklies Group
commissioned a qualitative study called “The Women’s
Weekly Magazine Environment”, carried out by Robert
Quayle [57]. This established that readers of IPC’s
41
 women’s weeklies perceived their favourite magazine as
a dependable and trusted friend, someone the reader
could relate to. One reader said “It’s similar to being
with one of your friends, having a good chat.” The
magazines were frequently read during time deliberately
put aside to relax, and were seen as a well deserved
indulgence.
Readers’ favourite women’s weekly magazines are
sources of advice, guidance and inspiration across a
range of subjects. This trust is based on the assumption
that the magazine has no reason to be biased for or
against any brand or point of view, and that they would
research any given area thoroughly and objectively.
There was also a sense of continuity of editorial staff
which made the magazines seem reliable. This
perception of magazines being totally scrupulous
THE ADVERTISER RELATIONSHIP
editorially extends into a trust in the products advertised
within them.
Advertisements were consumed with interest along with
the editorial, provided the ads struck a chord. One
reader said “Some of the adverts are interesting reading
in themselves”. Another said “Even though you don’t
think you read the adverts, more often than not you do.
And you remember them.” Readers used the
advertisements as sources of new ideas. Women used
the magazines as a way of keeping up to date with new
products, and for this relied as heavily upon the
advertising in the titles as they did upon the editorial.
Sometimes they took it that step further and acted upon
the information. Most respondents were able to cite
B
examples of products they had bought as a direct result
of advertisements they had seen in magazines.
Respondents said things like:
“Without realising it you’re taking it in: ‘next time I
go to Sainsbury’s I must make sure I get some
plasters’ sort of thing.”
“Often you see things you’ve never seen before,
new products that come out like furniture polish
that smelt like pot pourri, I saw it in a magazine and
went and bought it.”
42 HOW MAGAZINE ADVERTISING WORKS
“It’s a good source of knowing what’s about.”
“It’s important to see new food products because
when you go out food shopping you actually have
in your mind what you want. But if you know
there’s a new food product you might look for it. It
keeps you really up to date.”
“Beauty products and creams - you’re not going to
notice new ones anywhere but in a magazine.”
“I read that advertisement to see if I could get any
ideas for Christmas presents. There were a couple
of things I thought would make nice presents.”
“If you think about it, that’s where we get most of
our information anyway.”
“Quite often adverts can trigger something off, so
you can see something in a magazine and think ‘Oh
yes, I’ve got to do that’.”
Money-off coupons and free samples could also lead
directly to purchase.
TELEVISION WEEKLIES
The final verbatim comment quoted above was later
adapted as one of an array of agree/disagree statements
put to the panel of regular readers of television weeklies
run by NOP Solutions for IPC tx [20]. 68% agreed that
“Quite often adverts trigger something off; you see it in
a magazine and think ‘I’ll try that’.” In another reflection
of the rub-off effect from magazines, 71% agreed that
“If you know about a product from reading about it,
that’s better than just seeing it on the shelves”.
The way a magazine can be seen to endorse a product
advertised in it was illustrated when as many as 31% of
the panel agreed with the statement “The products in
these weekly TV magazines are endorsed by the
magazine”.
16. THE ‘PRESENTER EFFECT’
The way a reader interprets an advertisement can be
influenced by the specific publication in which it
appears.
This important point has been proven in several
controlled experiments in which the same
advertisement is shown in or attributed to different
publications, and reactions in each context are
compared. The differences in the reactions have been
dubbed ‘the presenter effect’.
The early pioneer of this approach was Alan Smith, then
of IPC Magazines, who in 1972 reported on studies
covering a number of advertisements [58]. One was for
a vinyl floor covering made by Armstrong-Cork. The
same advertisement was presented as appearing either
in Ideal Home or in the Sunday Times Colour Magazine,
to see whether these two environments influenced the
communication delivered by the advertising. Under the
pretext of discussing something else, informants were
exposed to the advertisement in a way that did not
draw special attention to it. Part of the sample saw the
advertisement flagged ‘As advertised in the Sunday
Times’ and the other part saw it flagged ‘As advertised
in Ideal Home’. Shifts in attitudes before and after
seeing the advertisement indicated that association with
Ideal Home clearly gave the product an added quality
image, whereas association with the Sunday Times
Colour Magazine gave a stronger impression that it was
a product that you could lay yourself.
The National Magazines/G+J survey “Women &
Magazines: The Medium & The Message” [22] included
a similar experiment. Advertisements for twelve varied
products were shown to respondents. Each ad was seen
by some people in a weekend colour supplement and by
HOW MAGAZINE ADVERTISING WORKS
others in a women’s weekly or monthly magazine
(according to which titles she normally read).
Some general conclusions were drawn from the results.
Women’s magazines and colour supplements tended to
confer differing attributes upon the message of the
advertisements they contained. For example, women’s
magazines were more likely to confer trustworthiness,
quality, private information (rather than information for
everyone), relevance (‘for me’), a connection with the
editorial, and relevant authority through endorsement
of the magazine’s personality - and the latter aids reader
identification and involvement with the product. The
report stated “The key attribute and asset that
advertising in women’s magazines can bring is a frame
of relevance to the reader - a feeling of ‘my sort of
brand’. In several cases here the advertised brand’s
perceived relevance is significantly greater to the reader
B
when seen in a magazine than a supplement.
Conversely, if an advertisement is perceived as irrelevant
THE ADVERTISER RELATIONSHIP
to the publication, it is distanced from the personality
and may lose authority.”
Another example of a presenter effect is given in the
next section, showing differing price expectations
according to the magazine in which a clothes outfit was
seen.
There is no doubt that the media environment can
affect the communication delivered by an
advertisement. However the size of the effect will vary
according to the circumstances - such as the strength of
the advertised product’s personality, the strength of the
magazine’s own branding, and the characteristics and
experience of the reader.
43
 17. TARGETING IS A KEY STRENGTH OF MAGAZINES
Magazines can target specific groups of people with
precision and without wastage. The targeting can be
defined in terms of demographics, interests (e.g.
sailing), or a variety of other ways.
Targeting can be achieved in terms of quite subtle
variations in attitude, since individual magazines can be
chosen which represent specific outlooks on life. The
product to be advertised can be matched to the
appropriate magazine, and thus the relevant audience.
For instance, within a group of magazines as
superficially similar as the leading women’s weeklies,
there are important editorial differences which attract
slightly different kinds of women - as illustrated by the
“Editorial Dynamics” research [10] cited earlier.
Targeting as applied to the market of 15-24 year olds
THE ADVERTISER RELATIONSHIP
was explored by the ROAR project [59]. Seven media
companies including EMAP Consumer Magazines
conducted quantitative and qualitative research from
1995 onwards under the name ROAR (Rights Of
Admission Reserved). It showed that there is no such
thing as an ‘average’ 15-24 year old. Instead the sample
was clustered into seven distinct groups, based on
answers to 42 attitude statements. The clusters were
given labels - New Modernists, Corporate Clubbers,
Conservative Careerists, Moral Fibres, Blairites, Bill &
Ted, and Adolescent Angst – and each had its own set
of values, motivations, and relationships with media and
brands. A given brand will appeal more to some clusters
B
44 HOW MAGAZINE ADVERTISING WORKS
than to others, and the relevant clusters can be targeted
for advertising by choosing the magazines that these
clusters read.
A study from Conde Nast [11] indicates differences
between magazines in the attitudes of the readers they
attract. ABC1 women readers of five women’s fashion
and style monthlies were interviewed. A photograph of
a clothes outfit was shown and readers were asked how
much they would expect to pay for it if it was advertised
in a particular magazine. On average, readers of one
magazine expected the outfit to cost £159 if advertised
in that magazine. Readers of magazine no. 2 expected
it to cost £209 if advertised in magazine no. 2. Readers
of magazine no. 3 thought it would be £223 if
advertised in magazine no. 3. The other two magazines
fell within this range. The considerable variation from
£159 to £223 arises from two factors: a presenter effect
and differences in the outlook of the five types of
reader. Readers of magazine no. 3 may well be used to
paying higher prices for clothes than readers of
magazine no. 1, and have a different outlook on pricing
of fashion outfits. That is, the magazines themselves are
targeting subtly different kinds of reader.
As the Henley Centre’s report “Magazines into 2000”
points out [2], “the targeted nature of magazines
typically results in a close relationship between the
magazine and the reader and inspires a high degree of
active reader involvement”.
18. CREATIVE EXECUTIONS TO MATCH THE MAGAZINE
Magazines’ ability to select particular target audiences
means there's the opportunity to enhance the
communication by using different creative executions in
different types of publication. A ready example would
be a product for all age groups whose advertising
schedule includes teenagers’ magazines as well as titles
serving an older market. Running different
advertisements in the teen magazines could increase
their readers’ feeling that the product was truly for
them.
EMAP’s “Youth Facts 4“ survey [17] bears this out. A
range of advertisements from youth magazines was
shown to the sample of 11-19 year olds and their
reactions assessed. The survey’s conclusion was that
“the youth of the nineties are an extremely advertising
literate bunch. Having been bombarded by billions of
advertising messages since babyhood, they have
increasingly high standards. Hugely appreciative and
enthusiastic if an advertisement hits the right note,
teenagers can be downright cynical if it doesn’t... Fun,
simple yet novel images which are specifically tailored to
this target market tend to be most favourably received.”
The ROAR project [59] emphasised this. 15-24 year olds’
views on advertising were summarised by the comment
“If you don’t talk to me in the right way, you’re not
coming in”. The project found that messages are more
likely to be trusted, digested and acted upon when
there is synergy between the brand itself and the
publication in which the message is read.
The AIM study [53] contributed evidence outside the
teen market. AIM (Ads In Magazines) was designed by
SouthBank Publishing Group to examine a wide range
of advertisements appearing in women's monthly
magazines, in response to pleas for more qualitative
research. Over one hundred advertisements were
chosen, and assessed in postal surveys among more
HOW MAGAZINE ADVERTISING WORKS
than 5,000 readers, and in focus groups and individual
depth interviews conducted by Robert Quayle. A central
finding was the importance of running creative
treatments that were appropriate for the readership and
the editorial environment. "Deliver the brand message
by tailoring advertisement to magazine style; empathise
with the readers - don't alienate or patronise them;
reflect the language of the audience or the lifestage."
Women readers' reactions to car advertisements are an
example. The AIM report said "The car category often
seems to be the reserve of men but results from AIM
provide invaluable insights for car advertisers into how
and how not to talk to women. Generally, readers felt
car ads didn't speak to them, either because they were
alienating or patronising." One advertisement was
particularly criticised in a focus group of Woman &
Home readers. While the ad looked attractive, the copy
B
not only failed to engage their interest, it actively
repelled them because of its male-oriented attitude.
THE ADVERTISER RELATIONSHIP
One reader succinctly said "Have you read this?
'Seductively curvaceous bodywork'! Come on - do
women look for that?" In contrast an ad for a different
car was very positively received because it combined
creative interest with the right tone of voice for women,
and it successfully captured a mood with the readers.
At a PPA seminar Roy Edmonson, Marketing Director of
Levi-Strauss UK [60], declared his view that each market
segment must have its own magazine advertisements.
Not only that, for Levi Jeans with their particular and
strong image, he feels that each selected magazine’s
own branding must fit with the product’s branding. The
attitude of the magazine needs to match the attitude of
the brand. “Small and perfectly formed magazine
readerships minimise waste and are very cost-effective.”
For the 15-19 year olds who are the core target
audience “the ad must look as exciting as the editorial”.
45
 19. CREATIVE FORMATS: IMPACT AND INTERACTION
In addition to standard display advertising, there are
opportunities for using other creative formats within
magazines. Their ability to heighten impact and
interaction was described in the most comprehensive
research to have investigated this area - a 2003
qualitative study called “Creative Format, Premium
Impact”. It was commissioned by PPA and conducted by
Rachel Lawes of Lawes Consulting [61]. Conclusions
were drawn about a range of formats.
DOUBLE PAGE SPREADS
Double page spreads are more than just bigger spaces.
They present a chance to talk to readers on their own
without distraction, and to create a world of their own.
The wide rectangular space is excellent for telling a
story, including ads with a strong fantasy or aspirational
THE ADVERTISER RELATIONSHIP
element. The content of the ad is seen as a bit special
simply because of format.
GATEFOLDS
Gatefolds – where the page opens out and reveals two
further pages beneath – take this a stage further. Their
physical nature makes them demand reader attention
and interaction. The additional width makes this a
particularly good way of getting across a story or
narrative. One effective manner of presentation is to
place the ‘hero’ brand in the centre, flanking it on each
side with supporting material; this draws on echoes of
the traditional triptych format familiar in Western
culture and associated with reverence. Butterfly
gatefolds – spreads where both pages are themselves
B
gatefolds – take the surprise element further, intriguing
readers.
PRINT TECHNOLOGY, TEXTURES AND SPECIAL PAPERS
“Contemporary print and paper technology is the
modern art of magazines” declared Rachel Lawes. It is
exciting, unpredictable and effective for engaging
audiences. Artists are using textures, optical illusions
and objects in their work to make their point or elicit
reaction – presenting advertisers and creatives with a
wealth of ideas to develop for their own use. Sensory
experience is enhanced by using unexpected materials.
Formats incorporating thermachromatic (causing
images to change with heat) or lenticular (where the
image appears to move) elements are two examples.
Different weights, qualities and textures of paper;
embossing; die cutting and unusual trimmed pages;
scratch ‘n’ sniff or ‘peel it’ fragrances; 3-D specs with
which to view a 3-D advertisement; and other forms of
paper engineering – the research confirmed that these
are all effective ways of delivering impact and
46 HOW MAGAZINE ADVERTISING WORKS
encouraging readers to interact with the ads. They
present something tactile that readers feel they just
have to touch and explore. Post-it notes are arresting
when they crop up in unexpected places such as
attached to an advertisement: because of the way
people normally use them in their everyday lives, they
say to the reader “This is something I must remember”.
SAMPLES, VOUCHERS AND GIFTS
Samples, vouchers and gifts draw the reader closer to
the advertiser. Samples have the advantage over
vouchers that the gratification is immediate. Gifts are
warmly received and were found to enhance the
reader’s perception of both the advertiser and the
magazine. However they must be appropriate – for the
reader and the magazine. This means making a gift as
personal, flattering and meaningful as possible, rather
than something that could have been chosen for
anybody. (More information about samples is given
below.)
SPONSORSHIP AND SUPPLEMENTS
Sponsorship implies endorsement of the advertiser by
the magazine – whether the sponsored item is a page of
the magazine, a pull-out supplement, a separate
supplement, or any other element of the editorial
package. The phrase ‘sponsored by’ suggests something
of editorial origin, subsequently supported by the
advertiser, whereas the phrase ‘in association with’
suggests a more equal partnership between editor and
advertiser. A particularly close approach to readers can
be made by sponsoring a regular feature in the
magazine. It makes the brand seem an integral part of
the publication, tapping more deeply into the reader’s
relationship with the magazine, and naturalising the
brand’s presence.
ADVERTISEMENT FEATURES (‘ADVERTORIALS’)
Advertisement features, or ‘advertorials’, which are
written in the house style of the host magazine, enable
the advertiser to don the mantle and sport the values of
the magazine. Rachel Lawes described how this
intimacy brings added credibility to the brand, while
readers appreciate the extra material for them to read.
The objective should not be to trick readers into thinking
it is an editorial feature – they are unlikely to be fooled
for long and will resent being misled – but to let them
understand this is an advertiser-related feature which
offers extra value via information and/or entertainment.
In addition to the “Creative Format, Premium Impact”
research, other studies have investigated advertisement
features. One was “Advertisement Promotions: The
Readers’ Perspective”, a qualitative study by The
Research Business for the National Magazine Company
[14]. Readers of eight of National Magazines’ titles were
interviewed. After establishing that readers believed
conventional advertisements in magazines can be
informative and entertaining, and are seen as essential
to the magazine, particularly when executed well, the
results went on to show that advertorials are welcomed
because of their originality and unique qualities. They
are considered ‘added value’ advertising. One informant
expressed it by saying “There’s something extra there to
read, and you feel you’re getting a little bit more”.
Advertorials encourage readers take a closer look at a
product. The National Magazines research found that
while a reader normally immediately recognises that an
advertorial is a promotion and not a page of editorial,
the reaction is likely to be:
1 This is an article or feature about Product X.
2 The editorial approach and layout are interesting
(after all, it’s the same as the one I love throughout
the magazine’s editorial pages).
3 It’s an exclusive.
4 This offers a reward to me.
5 I will read it, or at least scan it.
One reader said “Although it is an advert it looks like it
could be an interesting article”.
While display advertising is seen as providing subjective
information which is under the control of the advertiser,
and editorial is seen as unbiased information under the
control of the editor, advertorials fit neatly in between.
They are under the joint control of the advertiser and
the editor. The editor is there to represent the interests
of the reader and ensure fair play. There is a strong
implied endorsement by the magazine. One respondent
declared “It says ‘an Esquire promotion’ so it looks as
though Esquire are endorsing the product and that in
my eyes gives it extra value.”
This endorsement by the magazine was also a prime
finding from a survey for SouthBank Publishing Group
called “Advertorials: Qualitative Research” [62]. The
readers assume the editor has been involved in the
selection of the product shown in the advertisement
feature, and this implies researching the products and
choosing the one that’s best for readers. The more
closely the advertorial matches the magazine’s own style
the stronger the assumption that the editor has written
it, and thus the stronger the endorsement. The
magazine’s own brand values feed into the advertorial,
HOW MAGAZINE ADVERTISING WORKS
and they in turn feed into the readers’ perception of the
product. Advertorials are perceived as generally useful
and informative, which encourages an overall positive
feeling about them among readers.
SAMPLES, BOOKLETS & INSERTS LINKED TO ADS:
FURTHER EVIDENCE
Rachel Lawes’ conclusions about samples have been
complemented by other evidence. One is an analysis by
Belgium’s Medialogue in their “Stop/watch” ad
barometer research [49]. It measured advertisement
noting/recognition (see section 14 on this topic) for
advertisements carrying samples, inserts and booklets.
Index
Standard flat advertisement 100
B
Insert (loose or fixed) linked to ad 112
Reply card linked to ad 118
THE ADVERTISER RELATIONSHIP
Booklet linked to ad 120
Sample 141
Compared with standard flat advertisements, the
addition of inserts to an advertisement (stuck onto it, or
in a blister, or loose) raised average ad noting by 12%,
while reply cards or booklets raised it by about a fifth.
Most impressive however was the effect of samples,
where ad noting was boosted by 41%.
Nevertheless the benefits of samples go well beyond
mere recalling of the ad. Medialogue commissioned a
qualitative study in 2002 called “The Samples Research”
[63] which dealt with cosmetics advertisers in women’s
magazines. It showed that samples were appreciated by
women, who considered them a natural thing for
magazines to carry. Free samples are part of the fun of
a magazine. They create goodwill and readers are keen
to try them.
The power of sampling was proved in a 2004 study in
the UK. IPC Innovator (part of IPC Media) and the
consultancy Sampling Innovations commissioned
research among readers of Marie Claire magazine [64].
1,000 readers of Marie Claire were interviewed over the
telephone by research agency The Wire, to compare
readers who had been exposed to an advertisement that
included a sachet containing a beauty product, and
those who had instead seen an ad for the same
advertiser which did not include a sachet. It was found
that among those seeing the issue containing the ad
with the sachet:
47
 • Awareness of the ad increased by 42% (almost
identical to the 41% in Medialogue’s “Stop/watch”
research)
• Likelihood of purchasing the product increased by 56%
• 64% of readers had removed the sachet
• 80% of these had used the product inside (i.e. 51%
of all readers had used the sample)
INSERTS NOT LINKED TO AN AD
Inserts which are linked to an advertisement in the issue
are quite different from loose inserts which have no link
with anything in the issue. In 2003 the Direct Marketing
Association commissioned The Future Foundation to
carry out qualitative research to investigate consumer
perceptions of inserts [65].
THE ADVERTISER RELATIONSHIP
Loose inserts are perceived as an independent
advertising medium, and do not benefit from implied
endorsement by the host magazine. While there are
obviously many negative attitudes to inserts - centred
mainly around irrelevance, being unasked-for, and
questions of trust concerning the advertisers - there are
also some positives. Inserts are a familiar and accepted
part of the media landscape, expected as part of the
deal that consumers get when they buy magazines and
B
48 HOW MAGAZINE ADVERTISING WORKS
newspapers. Most people have responded to inserts at
some time. Relevance to the reader is naturally a key
factor in getting attention. Successful inserts are creative
and attention-grabbing, their content and offer is
quickly made explicit and clear, they are presented in an
engaging way, and they work to establish the
advertiser’s credentials as a trustworthy company. The
more the proposition is in tune with the host magazine’s
editorial content, the more likely that close ttention will
be given because of an expectation that the insert may
be personally relevant. For this reason respondents were
most positive about inserts in specialist interest
magazines. Inserts in the form of a catalogue or mini
magazine tended to be given more attention, as did
promotions and special offers.
Inserts tended to be liked more than postal direct mail
and door-drops which were seen as more intrusive and
something of a personal affront. Attitudes to inserts
were also better than to SMS campaigns. As one
respondent remarked, “a text message is a bit more
intrusive”. Something unwanted coming through your
letterbox or on your mobile phone is more of a violation
of your privacy than a loose insert in a magazine which
you have chosen to buy or read.
20. ACTION AS A RESULT OF SEEING MAGAZINE ADVERTISEMENTS

Previous sections have included several examples of Women’s feature monthlies:

readers taking action as a result of being exposed to Take any of 14 listed actions 94%
advertising in specific kinds of magazines. Try health suggestion 77%
Try beauty suggestion 73%
Research by the Henley Centre supports this with Buy fashion item 67%
evidence concerning magazines in general. In the Do cooking 67%
Centre’s “Media Futures” survey [66] they found that Buy beauty product 64%
“consumers are more likely to act as a result of seeing Financial/legal advice 33%
advertisements in a magazine than as a result of seeing
advertising in other media.” Adults were about 38% Between 90% and 99% of readers expected to do at
more likely to say they had bought a product or service least one of the 14 actions on the list shown to them.
as a result of advertising seen in magazines compared
with advertising seen on television, and over 50% more All of the actions on this list mean buying, or imply a
likely compared with advertising seen in newspapers. likelihood of buying, products, whether it is ingredients
And they were twice as likely to say they had bought a for cooking, wool for knitting, or fashion clothes - and
product or service after seeing an article or programme, regardless of whether the original stimulus was an
if they had seen it in a magazine compared with a advertisement or an article.
newspaper or television. Similarly, making enquiries

B
about an advertised product or service was about 50% Note that the three categories of magazine produce
more likely if the advertising had been seen in a rather different results, consistent with their different

THE ADVERTISER RELATIONSHIP

magazine rather than in a newspaper or on television. editorial functions.
The figures for radio were far inferior to those of the
other three media. As the “Perspectives” report says, “readers expect to
react to all areas of their magazines as a result of
The survey “Perspectives of a Woman’s Monthly reading. Very few expect to do nothing. Expectation to
Magazine” [29] provided information about readers’ react reflects to a strong degree levels of interest. This
expectations about their reactions to what they read in interest converts very powerfully to reaction. Magazines
their magazines. It interviewed average issue readers of are an enormously responsive medium from which
15 women’s monthly magazines. They were asked advertisers can benefit. The interactive communication
“Would you expect to do ...(named activity)... as a result means that magazines inspire women to react in a
of reading ...(named magazine)..?” The active way in variety of ways... Perception of advertising equates to
which readers expect to use their magazines is well the perception of editorial in a magazine. Readers apply
illustrated by this selection of results: the same brand values to the entire contents of the
magazine. Advertisers can clearly identify the benefits of
Women’s domestic monthlies: advertising in each magazine and gain from association
Take any of 14 listed actions 99% with that brand.”
Do cooking 83%
Try health suggestion 76% The “Youth Facts 4” survey [17] contributed some
Buy food product 73% information about action taken by 11-19 year olds as a
Buy home product 68% result of seeing advertising in magazines. 43% said they
Do gardening 68% had gone out and bought something. 32% had used
Make for home 59% money-off coupons or discount cards. 21% had sent off
Restyle home 56% coupons for more information about products. 9% had
Do sewing 47% a used a Freephone number and 9% had used a
Do knitting 47% premium rate number. 70% of the sample had done at
least one of these things as a result of being exposed to
Women’s style monthlies: advertising in magazines. 72% said they find the
Take any of 14 listed actions 90% advertising in their magazines useful.
Try beauty suggestion 74%
Try health suggestion 73% Hello! magazine has established a reader panel which is
Buy beauty product 69% occasionally sent a questionnaire, mainly to assess the
Buy fashion item 67% editorial impact of a recent issue [67]. One
Try diet idea 57% questionnaire asked "As a result of reading advertising
in Hello!, have you ever purchased or ordered a product
advertised?" 45% of readers had bought something -

HOW MAGAZINE ADVERTISING WORKS 49

 specifically as a result of seeing advertisements in the
magazine. In addition 13% had called for further
information. Allowing for some overlap, 53% of readers
had either bought something or sought further
information, or both.
IPC’s “Media Values” survey [9] provided more evidence
of magazines’ role in stimulating purchasing ideas.
Readers were asked whether they agreed or disagreed
with the statement “This magazine gives me ideas of
what to buy”. The level of agreement was high, rising
to 89% agreeing in respect of young women’s
weeklies/fortnightlies, 89% for gardening magazines,
83% for fashion beauty and hair monthlies, 81% for
home and family monthlies, and so on. The average for
all types of magazine was 66%. In other words two-
thirds of readers of a typical magazine thought that the
THE ADVERTISER RELATIONSHIP
magazine gave them purchasing ideas.
Incidentally, this score of 66% was much better than the
equivalent figure for other types of media. Only 49% of
viewers thought commercial television gave them ideas
of what to buy. Only 23% of newspaper readers
thought newspapers gave them ideas of what to buy.
Commercial radio had a similar figure. For newspaper
colour supplements the figure was 39% - lower than
every category of paid-for magazine except nature
magazines and puzzle magazines.
IPC’s “Specialist Magazine Values” survey [68] added to
the evidence that magazine ads prompt action. Action
arises from the magazines’ role as a vital source of
B
50 HOW MAGAZINE ADVERTISING WORKS
information. 85% of the readers of specialist magazines
said they regularly use their magazine for information
about their area of interest. Indeed in seven of the nine
specialist markets the magazines were considered the
very best source of information – better than television,
radio, national newspapers, local newspapers or other
sources. Only for football and (narrowly) rugby did
another medium score better than magazines. The
information-providing role of specialist magazines is
closely associated with trust in the publication, as
exemplified by the statement “I can trust this magazine
to write reliable reviews”: 82% of readers agreed with
this and only 1% disagreed. It is only a small step to the
proposition that “If this magazine recommends a
product I am more likely to buy it”, with which half of
the readers explicitly agreed, and only 14% disagreed.
60% stated that the ads are an important part of the
magazine and only 11% disagreed. 90% of readers said
they read the ads in their magazine, and 83% agreed
that the advertising keeps them informed of what’s
available. 62% declared that the advertising is useful in
deciding what to buy or where to go. These are
impressive scores, especially given many people’s
aversion to admitting that they are influenced by
advertising.
PPA’s 2002 survey “Absorbing Media” [27, 28] added
new evidence about action prompted by magazines,
and showed that magazines are more action-oriented
than any other medium, with the internet ranking
second. Details on this and other information about
action taken are given in section 30.
21. PRE-TESTING MAGAZINE AD CREATIVE WORK
THE NEED FOR PRE-TESTING
The creative work is key: successful advertising depends
upon executions which are effective for the campaign’s
objectives. Advertisers have every reason for wanting to
ensure that their ads communicate what is intended.
Magazine publishers too must be concerned with the
quality of the ads they carry. If a magazine
advertisement is not very effective because of the
creative work, it reduces the chance of that magazine
and indeed any magazine winning advertising from that
client in the future.
Assuming that the marketing objectives, and the
communications strategy for achieving these objectives,
have been determined, some form of pre-testing of the
creative content is desirable - even if only through small-
scale qualitative research which checks whether the ad
does in fact convey what it is intended to communicate.
Any execution which does not perform sufficiently well
can be revised, and the pre-test can suggest how it
might be improved.
The majority of television commercials are pre-tested
before they go on air. Many fail at that point and so it’s
back to the drawing board, until a creative approach
and treatment emerges which performs well in pre-test.
Some magazine advertisements are also pre-tested but
it is only about half the proportion. A study called “The
Pre-Testing of Magazine Ads”, commissioned by PPA
and conducted by the HPI Research Group [69], revealed
that about 60% of TV commercials are tested
qualitatively and about 30% are tested quantitatively. By
contrast, only about 30% of magazine campaigns are
tested qualitatively and about 15% are tested
quantitatively.
The study also showed that the prime reason for doing
pre-tests in either medium is to provide diagnostic
information to improve the creative executions. A
secondary reason is to help with the decision on
whether the campaign should run at all.
Undoubtedly the effectiveness of magazine advertising
could be made even greater than it is if a higher
proportion of the ads were tested to ensure they
communicate what is intended.
Agency creative people may be confident that a
particular ad they have devised will be effective without
it needing to be pre-tested. But Gordon and Swan [43]
wrote: “Unlike TV ads which have a set sequence of
exposure - a beginning, middle and end - which is
always constant in order, creators of press ads cannot
HOW MAGAZINE ADVERTISING WORKS
control the sequence of reading the ad, nor how long
the reader will devote to it. Years of experience in
researching press ads point to the fact that creatives
nearly always assume that the ad will (a) be noticeable
(impactful) because of the creative treatment, and (b)
will be comprehensible because of the juxtaposition of
headline, visual, copy and so on. Very often this is simply
not true.” Hence the need for pre-testing. It is an
important step in giving oneself the best chance of
maximising the effectiveness of the campaign. The
potential payback (in terms of communication gain) can
far outstrip the cost of the pre-test.
For campaigns where magazines are to be used in
conjunction with television, it makes sense to pre-test
not only the proposed advertisements for each medium
individually, but also to test them jointly to see how they
interact with each other in providing enhanced
B
communication.
THE ADVERTISER RELATIONSHIP
For a discussion of methods of pre-testing magazine
advertisements, see my PPA report “Magazine
Advertising Effectiveness”, written in 2000 [70].
INITIAL GUIDELINES FOR CREATING EFFECTIVE
MAGAZINE ADVERTISEMENTS
Some guidelines for making an effective magazine ad
were published by Millward Brown as part of IPC
Magazines’ “Ad Track” project [44]. These arose from
background work conducted when developing Millward
Brown’s PrintLink pre-test technique, and from hall tests
used for assessing the creative execution of more than
20 magazine advertisements covered by the Ad Track
survey.
The guidelines start from the proposition that
magazines undergo an active reading process, where
the reader is in control of what is read. The reader is in
effect his or her own editor, scanning the pages to see
what is of interest and editing out items that do not
strike any chord.
Therefore an advertisement requires something to hook
readers in during the initial rapid scanning process. As
they scan readers are subconsciously asking themselves
“Is this interesting to me? Is it eye-catching? Is it
intriguing? Is it relevant?” The main scanning criterion
appears to be ‘interest’. This could be interest in the
product field, or in the product itself. Or it could be
interest in something else in the ad.
Millward Brown point out that for a high interest
product field or brand the reader is already over the first
hurdle. For a lower interest product the ad needs to
51
 draw people in through creative involvement (some eye-
catching and intriguing creative device), or by
associating the brand with something which is of
interest to the reader. For a food product this could be
a recipe for instance.
So magazine advertising is fine for low interest products
as well as high interest products, but the creative work
has to be more imaginative in order to bring about the
readers’ involvement.
The “Youth Facts 4” survey [17] also had something to
say on this subject. In grabbing attention, ‘new’,
‘different’ or intriguing images held the most appeal for
teenagers. When the teenager goes on to probe for
something of interest, if the product itself is not thought
relevant then entertainment value will do the job.
THE ADVERTISER RELATIONSHIP
Entertainment is in itself a sufficient reward for the
teenager’s investment of time in studying an ad. Having
thus become involved in the ad the reader is in a
position to digest more detailed information, but the
details still need to prove rewarding.
Youth Facts tested 18 advertisements quantitatively and
a larger selection qualitatively. This led to a general
prescription for creating advertising that appeals to
teenagers. EMAP called it The Teen Commandments:
B
52 HOW MAGAZINE ADVERTISING WORKS
1 Don’t let them get bored - vary the executions
2 Be creative and novel
3 Tailor the campaign
4 Keep up with the times
5 Keep it simple
6 Make it fun
7 Don’t be condescending
8 Make sure free gifts are worth having
9 Use bold colours
10 Don’t use teenage clichés
Similar principles, with some adaptation, would apply to
other kinds of magazine, but what is unique is the
particular form of these Teen Commandments in order
to appeal to the teenage market. It’s an illustration of
one of the advantages of magazines: provided an
advertiser uses a suitable interpretation of the
campaign, a given type of magazine offers a very special
way in to its particular audience.
Youth Facts 4 and Ad Track have clearly demonstrated
the active nature of a reader’s involvement with an ad,
a great strength of the medium. It means readers can
take out of an ad everything they wish, for as long as
they wish - provided the creative execution persuades
them into it. Pre-testing is the way to ensure that it
does.
(C) EVIDENCE THAT MAGAZINE
ADVERTISING SELLS PRODUCTS
There can be no doubt that magazine advertising is
capable of selling products. Hundreds of individual case
histories and multi-brand studies exist which show
positive sales effects of campaigns centred on magazine
advertising. There are also many examples where
market research identifies improvements in intermediate
measures ranging from awareness to intention to buy -
measures which it is reasonable to assume may be
connected with subsequent sales.
HOW MAGAZINE ADVERTISING WORKS
This section reviews some of the key studies. For an
assessment of methods of monitoring the effectiveness
of magazine advertising, and a discussion of the
principal issues surrounding this complex field, see my
PPA report “Magazine Advertising Effectiveness”,
written in 2000 [70] and downloadable from
www.hmaw.net
C
ADVERTISING SELLS PRODUCTS
53
 22. AWARENESS AND PURCHASE CONSIDERATION: IPC’S AD TRACK

Ad Track [44] was an innovative, landmark survey which
demonstrated that magazine advertising can generate:
(a) marked increases in advertising awareness, and
(b) movements in brand purchase consideration.
WHAT ADTRACK DID
Ad Track was a continuous tracking survey lasting 48
weeks from January to December 1994. IPC Magazines
commissioned Millward Brown to conduct 200
interviews per week, or nearly 10,000 interviews in
total, among women who had read a magazine in the
past year (about 90% of all women). 24 brands
advertising in magazines were tracked, and half of these
were using television as well. A wide cross-section of
product fields were covered.
ADVERTISING SELLS PRODUCTS
In previous work Millward Brown had found that
repeated exposures to the same print advertisement
could gradually diminish in their effect, because with
print ads - which can be held and studied for as long as
the reader wishes - readers can take out the key
messages during the early exposures. The solution is to
introduce a new creative execution, thus refreshing the
stimulation given to readers. Millward Brown’s
modelling of the Ad Track data took account of the
extent to which each magazine campaign introduced
new creative treatments.
RESULTS FOR AWARENESS
The Awareness Index measures the percentage increase
in awareness per 100 gross rating points. Averaging
across all the campaigns, magazine advertising was
creating an awareness score of 13% - exactly the same

Two main questions were asked throughout the year:
1 Awareness of advertising in magazines (and television
where used), for each brand. Awareness is worth
measuring because it is evidence that some level of
communication is getting through, but awareness is
not sufficient in itself. The actual question for
magazines was “Thinking about magazines, have you
seen any advertising for .... recently?” If the answer
was Yes a follow-up question was “And have you seen
.... advertised in magazines during the last few days?”
2 Purchase consideration. The wording was “Which
of these would you ever consider buying either for
yourself or for others?”
C
as the television advertising. So magazine ads are as
powerful as TV commercials for getting consumers to
give attention and thought to brands. On top of this,
the magazine exposures are generated at roughly half
the cost of the TV exposures.
To illustrate the data produced on individual campaigns,
the next chart shows the build in advertising awareness
for Kellogg’s Common Sense Oat Bran Flakes, which
used a mixture of weekly and monthly magazines and
three different creative treatments. The level of claimed
awareness is shown on the scale down the left and the
box at the bottom shows the gross rating points over
the year. There is a clear uplift in awareness in April and
May which was then sustained over the year. The

movement is very clear-cut and can be related directly to

Two of the key innovations of this survey were the the magazine campaign. There was no TV in 1994.
introduction of techniques for handling (a) the time-lag
in magazine exposures and (b) the over-exposure of
some of the magazine advertisement executions. Magazine Ad Awareness Recently
Kellogg’s Common Sense Oat Bran Flakes
Magazine exposures do not all occur instantly the issue Base: ABC1 housewives 35-64 - rolling 8 weekly data
is published (unlike viewing of TV commercials).
Magazine exposures are spread over days, weeks or
even months, and this must be taken into account in
order to relate ad exposure and advertising effect. In
1990 Millward Brown had conducted a readership
survey which established which issue of each magazine
had been read, and this allowed an understanding of
the way actual exposure to a magazine builds up
through time. (This 1990 work is now superceded by
the 2004 NRS Readership Accumulation Survey
described in section 12.) Telmar developed a computer
system called Timeplan which merged this data with
National Readership Survey average issue readership
data, and modelled the week by week pattern of actual
exposures generated by a given magazine campaign.

54 HOW MAGAZINE ADVERTISING WORKS

Millward Brown’s pithy overall summary of the Kellogg’s Consider Buying - Candy Electrical Appliances
Common Sense Oat Bran Flakes campaign was Base: All women - rolling 8 weekly data
“Successful campaign producing clear and sustained
movements in purchase consideration and advertising
awareness”.

RESULTS FOR PURCHASE CONSIDERATION

Second, there is the measurement of consumers who

would consider buying the advertised products -
‘purchase consideration’ as this was called.

There were 22 brands where it was possible to isolate

the effect of magazines. For 15 of these, there was a
measurable increase in purchase consideration. 11 of
these were magazine-only campaigns and four were
mixed-media campaigns using magazines and TV. Of
the seven magazine campaigns showing no movement

C
in purchase consideration, five were already running at
quite high levels and were therefore very hard to shift

ADVERTISING SELLS PRODUCTS

upwards.
Six TV-only campaigns had been tracked, and of these
only two showed an increase in purchase consideration
- though the four others were already running at quite
high levels.
Millward Brown’s overall summary of the Candy
Electrical Appliances campaign was “Operating in a
relatively low involvement product field, the campaign
successfully increased purchase consideration using
consistent executional style across the campaign and
sustained support”.

These data prove that magazine campaigns can increase CONCLUSION

people’s willingness to consider buying products.
As an example of results for an individual brand, the
next chart shows the purchase consideration diagram
for Candy Electrical Appliances. Candy used women’s
weeklies and general and home monthlies, with four
creative executions. There was no TV. The graph reveals
that as soon as the magazine advertising commenced
the percentage of women who would consider buying
Candy electrical appliances rose, and the rise continued
throughout the campaign.
The Ad Track research demonstrated the power of the
magazine medium, both in delivering a message about
the brand and in influencing purchase decisions.
Magazine campaigns can be as successful as TV
campaigns - and indeed in some cases can be more
effective.
Millward Brown’s conclusion was “The movements in
purchase consideration (two thirds of brands showing
an increase) and the relative magnitude of the
awareness response (on average on a par with TV but at
a lower cost) should provide confidence to clients and
planners that magazines are a genuinely powerful
medium.”

HOW MAGAZINE ADVERTISING WORKS 55

 23. SALES UPLIFT AND ROI : “SALES UNCOVERED”:

We can proceed from awareness and purchase
consideration (previous section) to sales and return on
investment. “Sales Uncovered” [71], published by PPA
in May 2005 and part of a longer project called
“Magazines Uncovered” [72], found that magazine
advertising was associated with an average sales uplift
of 11.6% and produced an impressive 12-month return
on investment (ROI) of £2.77.
HOW THE ANALYSIS WAS DONE
The study was an analysis of TNS Superpanel sales
records and media exposure data. Superpanel’s 15,000
homes record their take-home purchases via bar-code
readers and keypads, on a daily basis. The analysis
examined purchasing records during the period August
2002 to February 2004. Panellists’ media exposure was
measured through a self-completion questionnaire
ADVERTISING SELLS PRODUCTS
For each brand, purchases were analysed among the
exposed group and the non-exposed control group, for
each week during the campaign period, and during an
equivalent pre-campaign period. Purchases during the
campaign period were then compared with purchases
during the pre-campaign period, separately for the
exposed and non-exposed group. The analysis was
therefore based on tracking the purchases of the same
invidividuals (the exposed group, and the non-exposed
control group) through time. External events in the
marketplace applied to both groups, and any
differences in composition between the two groups
were constant through time.
Differences between the two groups in terms of sales lift
(in the campaign period, compared with the pre-
campaign period) were therefore associated with
exposure to magazine advertising.

called mediaSPAN.
20 fmcg brands were selected for analysis according to
detailed criteria, including the requirement that
magazines accounted for at least 10% of the brand’s
total advertising expenditure. The 20 brands were those
which met the criteria and which spent the largest
amounts on magazines. The cut-off point turned out to
be a magazine expenditure of £325,000 or higher.
The NRS readership accumulation data were used for
distributing across time, week by week, the exposures
generated by each magazine insertion. This meant that
a more realistic comparison of week by week exposures
and purchases could be made, than in previous studies
C
11.6% UPLIFT IN SALES VALUE
Aggregating the results of all 20 brands, there was an
average sales increase of 10.0% among those not
exposed to the magazine campaign – the increase being
due to other activities than magazine advertising.
However among those exposed to the magazine
campaign, the sales increase was 21.6%. Thus the
magazine advertising was associated with an extra
11.6% increase in sales (in terms of value).
% increase in sales (£)

prior to accumulation data being available.

Taking each of the 20 fmcg brands’ campaigns in turn,

Superpanel main shoppers were ranked according to
the weight of their exposure to the magazine campaign.
(A similar ranking was performed on weight of exposure
to television advertising if appropriate.) The top 40% of
main shoppers were defined as the ‘exposed’ group; in
general, they accounted for about 90% of total
magazine exposures. The bottom 40% of main
shoppers in the ranking were defined as the ‘non-
exposed’ control group; they only accounted for around
2% of total magazine exposures.

56 HOW MAGAZINE ADVERTISING WORKS

18.1% UPLIFT IN SALES VOLUME
Taking a different criterion of performance: volume sales
among the non-exposed group rose by 11.2%, but
among the group exposed to magazines it was 29.3%.
The uplift from magazines was therefore 18.1%.
% Increase in sales volume
UPLIFT IN MARKET SHARE
Similarly, there were increases in market share when
magazine advertising was used. For market share in
terms of sales value, magazine advertising was linked to
an uplift of 6.7 percentage points. For sales volume
market share, the uplift was 8.6 percentage points.
% increase in market share (sales value)
HOW MAGAZINE ADVERTISING WORKS
% increase in market share (sales volume)
C
WINNING NEW CUSTOMERS: BRAND PENETRATION
AND WEIGHT OF PURCHASE
ADVERTISING SELLS PRODUCTS
Magazine advertising can win new customers for a
brand, and at the same time increase the average
weekly weight of purchase. Across the 20 brands, brand
penetration of the market rose by 7.0% in the
campaign period among people not exposed to
magazine advertising, but rose by 15.5% among those
who had seen the magazine ads – an uplift of 8.5
percentage points.
% Increase In Brand Penetration
57
 Meanwhile there were increases of 2.1% and 3.7% in
average weight of purchase, among the non-exposed
and exposed respectively – a magazine uplift of 1.6%.
Thus the sales uplift for magazines was achieved mainly
by bringing new buyers to the advertised brands (i.e.
increase in penetration), and to a lesser extent by
increasing the average weight of purchase.
ROI: RETURN ON INVESTMENT OF £2.77
A prime measure of accountability is return on
investment (ROI): does the advertising produce more
revenue than was spent on it, and if so, how much
more? TNS were able to make estimates of the return
on investment for each campaign.
One estimate was of the ROI for the campaign period.
This represented the value of the incremental sales
ADVERTISING SELLS PRODUCTS
generated while the magazine advertising was running.
For the 20 brands combined, the average ROI was a
creditable £1.79. This however is only part of the story,
for the effect of advertising lasts far beyond the
campaign period. The ROI across 12 months from the
start of the campaign is a more realistic assessment, and
may be regarded as the medium-term ROI.
The 12-month ROI takes into account the repeat
purchasing of the brand from those buyers who were
persuaded by the magazine advertising to buy the
product during the campaign. This calculation resulted
in a figure, across the 20 brands, of £2.77. That is, for
every £1 spent on magazine advertising, there were
additional sales of £2.77.
C
To put it into context, magazines’ figure of £2.77 can be
set beside the figure of £2.33 for television advertising,
also based on Superpanel data and calculated by TNS
[73].
ROI For Magazine And TV Advertising
58 HOW MAGAZINE ADVERTISING WORKS
TNS’ methods of calculation for the two media were
based on the same principles, but as the calculations
were not precisely the same, and different sets of brands
were used, one should be circumspect in reading much
into the magazine figure being rather higher than that
of television. However it is reasonable to conclude that
the ROI for magazine advertising is at least as good as
that of television advertising.
SUMMARY
“Sales Uncovered” has uncovered the following
conclusions:
• Magazine advertising was associated with an
additional sales uplift of 11.6%, in terms of sales
value
• The uplift in terms of sales volume was 18.1%
• There was an uplift in market share (sales value) of 6.7%
• The uplift in market share (sales volume) was 8.6%
• Market penetration increased by an extra 8.5%
after exposure to magazine advertising
• Average weekly weight of purchase rose by an
additional 1.6%
• The medium term return on investment for
magazine advertising was £2.77 – at least
comparable with that of television advertising
Further conclusions from “Sales Uncovered” concerned
magazines’ share of the total advertising budget;
magazines used in conjunction with sales promotions;
and magazines’ performance in mixed-media schedules.
These aspects are dealt with in later sections of this
report.
“PROOF OF PERFORMANCE” I & II
Instructively, the 11.6% sales uplift shown by “Sales
Uncovered” was closely mirrored by PPA’s two earlier
studies using the TNS Superpanel, “Proof of
Performance” I & II [74, 75]. The first report was
published in 1997 and the second in 1998, and both
demonstrated that magazine advertising increased
short-term sales by 11%. A summary of both studies
can be found on www.hmaw.net
24. MORE CASE HISTORY EVIDENCE THAT MAGAZINE ADVERTISING SELLS
UK EVIDENCE
There is a great deal of further UK evidence showing
that magazine-only campaigns can sell products and
services. Many publishers and other organisations have
been issuing case history material for years,
demonstrating the sales effectiveness of magazine
advertising. Several sources have produced collections
of case histories, and these are particularly valuable in
showing that the sales power of magazines is a
widespread and general phenomenon applicable to all
kinds of products and services, and not confined to
special situations. Some of it is summarised on the
www.hmaw.net website, including:
• PPA’s ‘52 Reasons Why Magazines Make Things
Happen’ [76]
• IPC Media’s analyses of TNS Superpanel data [77]
• IPC Media’s 1998 collection of 19 case histories
under the title ‘How Magazines Work’ [78]
• IPA’s Advertising Effectiveness Awards, whose
entries are held available in a databank [79], and
whose winning entries are published in the
‘Advertising Works’ series of books [80].
PPA’s website www.ppamarketing.net also has a rich
array of research material.
INTERNATIONAL EVIDENCE
As with the UK, many other countries have published
impressive case history evidence that magazine
advertising can sell products and services. Much of this
is available through the websites of individual publishers
and of national associations (such as the Magazine
Publishers of America’s www.magazine.org; or
Germany’s www.pz-online.de from VDZ Verband
Deutscher Zeitschriftenverleger).
One of the studies from Magazine Publishers of America
(MPA) is summarised below as an example:
Nielsen Sales Scan
MPA commissioned A C Nielsen to use their 50,000
Household Scanner Panel to examine the impact of
ten magazine campaigns running in the second
quarter of 1998 in the USA. The purchases made by
HOW MAGAZINE ADVERTISING WORKS
households exposed to magazines carrying the ads
were compared with purchases by demographically
matched households not exposed to those
magazines.
Of the households that were exposed to
magazines:
• A higher percentage bought the advertised
product (for 9 of the 10 products)
• The volume of purchases per household was
greater (for 8 of the 10 products)
• The absolute sums of money spent were greater
(for 8 of the 10 products)
The MPA concluded that the "findings clearly
demonstrate that increased magazine weight results in
increased sales for advertisers". The full results were
published by MPA in 1999 in a detailed report called
C
"Sales Scan" [81].
ADVERTISING SELLS PRODUCTS
FIPP
A substantial single source of information from
countries around the world is FIPP, the International
Federation of the Periodical Press. FIPP, headquartered in
London, represents magazine publishers from almost
100 countries. FIPP published in May 1999 a report by
Alan Smith called "Take A Fresh Look At Print" [82]
which provided a synopsis of about 20 research studies
worldwide which investigated the effectiveness of print
advertising (newspapers as well as magazines) when
used on its own and in conjunction with television. In
2002 a second edition was published [83], introducing
further studies and analyses. Together, this body of
research underlines the benefits of creative synergy,
enhanced communication and better targeting,
resulting in improved return on investment. Both of the
“Take A Fresh Look At Print” reports may be
downloaded from FIPP’s website.
The FIPP website’s Research section (which I edit)
presents a growing collection of summaries of
significant research studies from around the world. Visit
www.fipp.com/research. There is also a quarterly
electronic newsletter, Global Research Update, which
presents summaries of some of the latest research
studies. To receive the newsletter, free, sign up at
www.fipp.com/newsletter.asp
59
 (D) CHANNEL PLANNING:
POSITIONING MAGAZINES WITHIN THE TOTAL
MEDIA LANDSCAPE
25. ‘CHANNEL PLANNING’ REPRESENTS A FRESH PERSPECTIVE
The last few years have seen a progressive change in
media planning. Instead of focusing only on the
traditional media such as television, magazines,
newspapers, radio and outdoor, a much wider range of
channels of communication is being considered. This
shift in perspective has been prompted by the arrival of
new digital media – the internet, digital television and
radio channels, emails, text messaging and so on. The
new media have elbowed traditional media into a fresh
position in certain respects, forcing the old to adjust to
the new. The old ways of thinking about media have
been jolted, and in the process of embracing the new
media, the new outlook has expanded to take in other
CHANNEL PLANNING
long-established methods of communication which
were traditionally outside the media planners’ sphere.
The landscape has come to look different.
Thus the planning scene now includes brand
experiences in a great variety of places: at the point of
sale (such as promotions or product-tasting in
supermarkets, or advertising in showrooms), at the
point of consumption (e.g. branding on the cups in
which your cappuccino is served, or advertising on beer
mats), sponsorship (sports events, television
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programmes, magazine supplements, garden shows)
and even informal exposures such as word-of-mouth
among friends or advice given by sales people. All of
these are contact points between people and brands
which the marketer can influence, sometimes directly
and sometimes indirectly.
The new perspective has brought about a change in
vocabulary. While the term ‘media’ is elastic enough to
embrace such things as sponsorship, point of sale
promotion and text messaging, the term ‘channel’ is
favoured because it is a different word and thus
symbolises the shift in emphasis. As far as the dictionary
is concerned, ‘media’ is exactly the same thing as
‘channels of communication’, but in current usage
‘media planning’ and ‘channel planning’ carry different
symbolic overtones.
There are other shifts in outlook associated with channel
planning. The discipline talks of ‘media neutral’
assessment of all the channels, giving the non-
conventional media an even chance against the
traditional ones. What is being planned is
‘communication’ rather than ‘advertising’, since
60 HOW MAGAZINE ADVERTISING WORKS
communication is a wider term which includes
promotions, sponsorship and so on, whereas advertising
is interpreted as being narrower.
The talk is also of a ‘consumer-centric’ attitude, to
emphasise that the starting point is the consumer and
how she or he experiences all the communication
channels. Of course, the old media planning that was
done for decades (as when I was an agency media
group head) was also supposed to be consumer-centric,
but the term today is used to stress the fact of additional
channels being brought into deliberate consideration.
Thus the core image is of people shopping while
surrounded by a vast array of brand experiences
swimming in their heads. These include the prompts
physically in front of them – the branded products
themselves, the shelf-talkers, in-store promotions, and
so forth – but also much more than this. They include
emails, text messages, telemarketing, direct mail, books,
directories, conversations with friends, previous
experience of the brands, etc - as well as the advertising
seen on television, internet, cinema and posters, in
newspapers and magazines, and heard on radio. All
these exposures leave some trace in consumers’ minds,
which may play a part in influencing brand choice at the
point of purchase. And marketers’ promotional activities
can be planned so as to affect (directly or indirectly) any
of these contact points between people and brands.
To do this, the pathways to purchase are being
researched with growing intensity. What are the
functional and emotional triggers which prompt a
decision to buy? What is the process of investigating,
evaluating and locating products? How does the
decision-maker’s mindset change during the process?
And which channels of communication impinge at each
stage? The answers are likely to be different for different
categories of product.
So today one talks of consumer-centric media-neutral
planning of the channels of communication. For once, a
change in vocabulary really is associated with a change
in thinking. As Sheila Byfield of Mindshare has
expressed it [84], “we need to think of communication
opportunities as every point where people can
potentially meet brands”.
In the new situation it is also the case that intrusiveness
is not as desirable or effective as it was once considered.
Instead of advertisements bludgeoning their way into
consumers’ minds, consumers are more likely to choose
their media experiences selectively, because of the
growth in the media options available to them.
Engagement and involvement are key. The Chartered
Institute of Marketing wrote in 2004 [85] “We need to
enter the age of consent across the media spectrum.
This will involve a shift from a model of intrusion to one
of communication and building relationships through
collaboration… The key to this is consent – doing things
on customers’ terms, when they want it, where they
want it and how they want it.”

The effect of the channel planning perspective can be

seen in the number of channels used by the winning
campaigns in the IPA’s biennial Advertising Effectiveness
Awards. In 1998 the winning campaigns used an
average of 3.9 channels. In 2000 this rose to 4.0, and in

D
2002 to 4.3. In the 2004 Awards it accelerated to an
average of 6.7 channels [86]. There is a clear movement

CHANNEL PLANNING
towards using more channels of communication.

HOW MAGAZINE ADVERTISING WORKS 61

 26. INTEGRATED COMMUNICATION: THE RESEARCH NEEDS
This leads inevitably to demands for new types of
audience research. Planning an integrated
communication strategy across all channels requires
comparisons of exposure and involvement for each
channel – but the necessary integrated research does
not yet exist.
The traditional major media are measured separately,
using different definitions of exposure, and thus they
are not comparable. For example, BARB minute-by-
minute television ratings are not the same thing as
RAJAR radio ratings, and neither of them equate to
circulation figures from ABC or average-issue readership
figures from the National Readership Survey. The new
medium of the internet has quickly yielded audience
figures, but page impressions, unique visitors, click-
throughs and the other statistics mean quite different
things from other media’s exposure data. This is
perfectly understandable and natural, for each of these
currencies has been specially designed to reflect the way
CHANNEL PLANNING
each individual medium works. From the perspective of
channel planning, however, it is not good enough.
Something needs to be done to create data that are
comparable across these media.
Other problems are that many channels are not
measured at all, and for all media insufficient account is
taken of qualitative factors affecting the nature of the
exposures.
Consequently the view is gaining ground that
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conventional measures of opportunity to see or hear are
more restrictive than previously considered, and that it is
insufficient to plan media on the basis of gross rating
points, costs per thousand, and reach and frequency
(though these remain important). What should gain in
relevance are measures of engagement and involvement
with the medium and the messages they carry.
The solution is some form of holistic research which
covers all the most significant channels and at the same
time draws upon the established single-medium
currencies. Some of the larger advertising/media
agencies, and at least one major research company,
have developed their own proprietary systems, exclusive
to their own clients. Of particular interest is the IPA’s
TouchPoints project.
62 HOW MAGAZINE ADVERTISING WORKS
IPA TOUCHPOINTS
TouchPoints [87] has been set up by the Institute of
Practitioners in Advertising (IPA), together with a
number of founding partners representing single-
medium currencies and certain media owners. It is a
‘hub’ survey leading towards a massive multi-channel
integrated database. After piloting in 2004, the main
fieldwork began in March 2005, and the eventual
database is due for completion by the end of 2005.
The fieldwork, conducted by TNS, consists of an initial
contact questionnaire collecting basic exposure data on
a wide range of traditional and new media, and a diary
panel of 5,000 respondents who record all their channel
exposure, in half-hour segments, for seven days. The
recording is done on a PDA hand-held computer which
respondents keep with them throughout the week.
The purpose of this is not only to provide new data and
fresh insights, but also to act as a hub into which other
currencies can be integrated. These will include the
National Readership Survey, BARB television data,
JICREG regional newspaper readership, RAJAR radio
audiences, CAA cinema figures, POSTAR outdoor
estimates, and a host of proprietary surveys. The output
will represent a single-source media contact survey,
covering a large number of communication channels.
The complex business of integrating these sources
(conducted by RSMB) will take more than six months.
BMRB’S ‘COMPOSE’: 26 CHANNELS
A further indication of the range of channels coming
into play can be seen in BMRB’s multi-channel survey
called Compose [88]. Launched at the beginning of
2005, it is based on re-interviewing TGI respondents,
and it collected information on attitudes and traits for
individual product categories and no less than 26
communication channels.
The channels, shown in the table, include the usual
mainstream advertising media which have been
measured by long-established traditional currencies, but
the list of other channels makes interesting reading.
Compose: 26 channels measured

Measured by traditional currencies

Cinema advertising Posters & outdoor advertising
Customer magazines Radio advertising
Magazine advertising Regional newspaper advertising
National newspaper advertising Television advertising

Other channels
Brand & company websites Internet advertising (e.g. banners)
Emails Mailings & letters
Examining products in-store Recommendations
Exhibitions & trade shows Reviews in the media
Free samples Special offers, coupons
Information from call-centres/helplines Sponsorship (events, teams)
Inserts in newspapers/magazines Text messages
In-store materials and displays TV direct sales
Interactive TV advertising TV programme sponsorship

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Compose allows subscribers to examine each channel in A simple illustration of what a single publication can do

CHANNEL PLANNING
terms of its traits. The six traits most strongly associated with to show magazines’ role among other media is provided
magazine advertising (‘very good’ or ‘quite good’ at) were: by IPC Media’s Now magazine. In the “Leisure Interests
Study” conducted in 2001 by Linda Jones & Partners
1. Giving you information or ideas about new brands [89], readers of Now were asked about usual sources of
2. Getting messages across if only seen once or twice health advice and beauty ideas, covering a wide range
3. Prompting you to take action (e.g. store visit, seek of channels of communication. The channels included
information) relatives/friends, and professionals such as advisers at
4. Helping you understand everything a brand offers you beauty counters in stores, and doctors.
5. Often the first way you hear about new things
6. Conveying whether a product/brand is good value
Usual sources of health advice and beauty ideas
The best use of this kind of information comes from Sources cited by 30% or more of sample
comparing different channels in order to show the relative
strengths and weaknesses of each, and thus how a certain HEALTH ADVICE: BEAUTY IDEAS:
combination of channels creates the most effective Magazines 82% Magazines 86%
communication among a defined target audience. TV 40% TV 34%
Relatives/friends 39% Beauty counter 31%
IMPLICATIONS FOR MAGAZINE PUBLISHERS Doctor 34% Relatives/friends 30%

This is the type of research landscape in which magazine

publishers will progressively find themselves. It will be
increasingly necessary to demonstrate how various
channels can work together, complementing each
other, and where magazines fit in. Magazines’ unique
contribution in the media mix must be spelt out ever
more clearly. The effectiveness of magazine advertising
when used with other media, and the return on
investment, need to be brought home.
There is also heightened demand for combining data on
physical ad exposure with measures of engagement
with the ads. Magazines perform very well in terms of
engagement, as already shown, but it needs fresh
emphasis from publishers.
For information on health, and also on beauty, only four
channels of communication were cited by 30% or more
of the sample. Magazines were the prime source for
both types of information, mentioned by 82% and
86%, more than twice the percentages choosing the
second-ranked source, in each case TV. It is noteworthy
that relatives and friends were a much less used source
of advice and ideas than magazines, among these
readers. Similarly the relevant professionals were used
much less too - doctors (for health advice) and beauty
counters (for beauty ideas).

HOW MAGAZINE ADVERTISING WORKS 63

 27. ATTITUDES TO MEDIA:
INFORMATION CONTENT AND TAILORING TO USERS’ NEEDS
It is the differences between media which point up the
advantages of combining media in advertising
campaigns.
Magazines also scored in terms of being tailored to
meet the individual’s needs, where it was well ahead of
the other five media.

One of the prime UK sources is the “Absorbing Media”

survey published in 2002 by PPA and conducted by NFO “It is usually tailored to meet my individual needs”
WorldGroup [27, 28]. The survey was designed to
include the internet and assess how it is now fitting into % agreeing it applies
the lives of users, as well as looking at five established Magazines 35 %
media. Newspapers 21 %
Newspaper supplements 10 %
People are consciously striving to make a balanced and Commercial TV 20 %
sensible use of the expanding and evolving media Commercial radio 7%
menu, while at the same time seeking to remain in Websites 17 %
control. The established main media continue to
dominate consumption, but many people are also trying Base: All aged 15+
the new communication channels.

People’s perceptions placed magazines ahead of other These elements of personalisation and consistent depth
CHANNEL PLANNING

media in terms of interesting information content and of interest are characteristics that help make magazines
being tailored to users’ individual needs. a suitable complement to television with its own well-
known contrasting strengths.
“Absorbing Media” respondents were shown a list of
statements and asked to say to which media each
statement applied. Magazines emerged as the medium
that was most widely thought to contain information
that was of most interest. Newspapers ranked second,
and television third, but some way behind magazines.
D

“It contains information that I am most interested in”

% agreeing it applies
Magazines 45 %
Newspapers 36 %
Newspaper supplements 17 %
Commercial TV 30 %
Commercial radio 8%
Websites 24 %

Base: All aged 15+

64 HOW MAGAZINE ADVERTISING WORKS

28. ATTITUDES TO THE ADVERTISING IN EACH MEDIUM

Most of the attitude statements in “Absorbing Media”
concerned advertising in each of the six media.
Although many people have a generally negative
attitude to advertising, the results consistently showed
that advertising in magazines is seen more positively
than in other media.
Advertising in magazines was seen as more relevant
than in other media (television ranked second at some
distance behind), and as being more helpful as a buying
guide (television and newspapers coming second).
Advertising in magazines and television was more
trusted and believed than advertising seen elsewhere.
People felt they were more likely to pay attention to an
advertisement if they saw it in their favourite magazine
or television programme. Magazine advertising led in
terms of helping people decide between two similar
products they were considering purchasing.
Turning to negative aspects, television stood out as
being the medium creating the most unfavourable
attitudes towards its advertising. Just over half of
viewers said they often find the advertising annoying.
Almost 40% felt that the commercials were too
intrusive and that, overall, the medium is the worse for
them.
Commercial radio and websites also came out poorly in
terms of these unfavourable attitudes. In contrast, the
three forms of print media – magazines, newspapers
and newspaper supplements - fared much better, with
relatively low levels of negative comment.

ATTITUDES TO THE ADVERTISING IN EACH MEDIUM

D
“This medium has advertising that I find relevant” “I’m more likely to pay attention to an advertisement

CHANNEL PLANNING
if it appears in/on one of my favourite …”
% agreeing it applies
Magazines 34 % % agreeing it applies
Newspapers 18 % Magazines 30 %
Newspaper supplements 9% Newspapers 14 %
Commercial TV 23 % Newspaper supplements 7%
Commercial radio 5% Commercial TV 28 %
Websites 10 % Commercial radio 6%
Websites 6%
“Advertising in this medium is helpful as a
buying guide” “The advertising can help me decide between two
similar products that I’m considering purchasing”
% agreeing it applies
Magazines 35 % % agreeing it applies
Newspapers 22 % Magazines 28 %
Newspaper supplements 13 % Newspapers 15 %
Commercial TV 24 % Newspaper supplements 9%
Commercial radio 6% Commercial TV 21 %
Websites 14 % Commercial radio 4%
Websites 9%
“I can usually trust and believe the advertising”
“I often find the advertising annoying”
% agreeing it applies
Magazines 23 % % agreeing it applies
Newspapers 17 % Magazines 10 %
Newspaper supplements 10 % Newspapers 11 %
Commercial TV 22 % Newspaper supplements 9%
Commercial radio 8% Commercial TV 51 %
Websites 7% Commercial radio 23 %
Websites 18 %
Base: All aged 15+
Source: Absorbing Media, 2002

HOW MAGAZINE ADVERTISING WORKS 65

 Advertising on websites, which the survey probed in
further detail, can sometimes be a problem to users.
Still in its infancy, it simply seems to get on people’s
nerves. Banner ads are one thing, but pop-ups ads
really do wind people up. 81% of respondents agreed
that “It is irritating when adverts pop up
unexpectedly”. People are also annoyed by movement
and flashing in online ads.
CHANNEL PLANNING
D
66 HOW MAGAZINE ADVERTISING WORKS
Overall, web advertising is disliked because of its
intrusive nature, which runs strongly counter to one of
the principal consumer benefits of the medium: control
by the user. Moreover the extra time taken up by
advertisements adds to the slight sense of guilt some
surfers feel about the time they spend accessing
websites.
29. OTHER ACTIVITIES WHILE USING MEDIA

Because different media are used in different ways for
different reasons and in different situations, the nature
and degree of attention varies substantially from
medium to medium.
People do not always consume media in isolation. There
is often a lot going on around them at the moment of
media exposure. Sometimes one medium is employed
only in a supporting role. Two media are often used
together. All this has a marked bearing on how well
media content is received and digested.
The “Absorbing Media” survey investigated some of the
other activities which were going on while consumers
were using each of the six media. As the next table
shows, all six media are used amid considerable other
activities, including exposure to other media. (The table
should be read vertically.)
Television viewers are particularly prone to temporarily
focus on other things when the commercials come on,
because viewers are not in control of how long the
advertisements run. Only 29% watch the commercial
‘nearly all or a lot of the time’. Otherwise they are
switching channels (26% do this ‘nearly all or a lot of
the time), talking to someone in the room or on the
phone (31%), being distracted by something else
(28%), or leave the room temporarily (21%). If they are
watching a video-recorded programme, 69% fast
forward through the commercials.

Activities done ‘Nearly all/a lot of the time’ while using each medium

Activity Magazine Newspaper Supplement TV Radio with ads Website

D
% % % % % %

CHANNEL PLANNING
Read magazine 11 15 3
Read newspaper 9 13 1
Read newspaper supplement 6 9 2
Watch TV 22 23 21 7 4
Listen to commercial radio 15 13 11 4 7
Look at websites 5 3 3 3 5
Talk, in room or on phone 22 19 18 22 23 17
Do household chores 18 29
Drive 41

Source: Absorbing Media, 2002.

Base: 12+ respondents who use the medium

HOW MAGAZINE ADVERTISING WORKS 67

 SHARE OF ATTENTION attention? The Belgian “MediaTime Study” of 2002 [90]
showed that where magazines, television and radio are
What happens when people use two media concerned, it is magazines to which attention is
simultaneously – which medium attracts the main chiefly devoted.

Share Of Attention: Magazines And Television Share Of Attention: Magazines And Radio
CHANNEL PLANNING

This makes sense. Television and radio are media which require attention, because the reader must actively use
D

can be received passively, allowing them to wash over his or her brain to scan the pages, select what to read,
the viewer or listener, who may remain mentally and read it.
switched off or just in ‘monitoring’ mode. Magazines

68 HOW MAGAZINE ADVERTISING WORKS

30. ACTIONS TAKEN

All media are regarded as sources of ideas and triggers
for consumer action. High proportions of users of each
media channel readily admit that they have taken action
as a result of something they have seen or heard on
their chosen medium. However some media are more
effective in this respect than others. Magazines and
websites are particularly action-oriented, as the next
table indicates.
In terms of picking up ideas, following advice and trying
something for the first time, magazines lead the way –
though they are closely followed by websites and
television. 68% of magazine readers said they have
picked up ideas from their publications; 43% said they
have followed some advice given, and 36% have tried
something for the first time.
When it comes to purchasing products and services,
magazines and websites perform substantially better
than other media. 43% of website users and 41% of
magazine readers said they have bought something as a
result of their surfing or magazine reading.

Action taken as a result of exposure to …

Action Magazine Newspaper Supplement TV Radio with ads Website

% % % % % %

Picked up ideas 68 50 52 62 33 60
Followed some advice given 43 35 30 35 24 37

D
Tried something for first time 36 23 24 33 16 32

CHANNEL PLANNING
Bought something 41 29 26 28 16 43

Any of these 87 78 75 83 58 86

Source: Absorbing Media, 2002.

Base: 12+ respondents who use the medium

HOW MAGAZINE ADVERTISING WORKS 69

 31. MAGAZINES FOR COURTSHIP
The broad findings from “Absorbing Media” are not
just a UK phenomenon but are universal, arising from
the nature of the media. Similar results have been
reported in other countries. One example is “Media
Choices”, conducted in 2000 by Erdos & Morgan for
Magazine Publishers of America [91]. Another example
is an Australian study called “Courting the Consumer”
[92], published by Magazine Publishers of Australia. It
was based on a combination of qualitative research
(focus groups) and a quantitative survey using a sample
of 1617 adults.
The Australian survey concluded that magazines are the
medium of courtship, bringing people closer to things of
interest. Magazines come alongside and build familiarity
for the products advertised in them. Television is the
medium of introduction, with its intrusiveness making it
good for attracting attention and maintaining visibility.
Radio plays the role of invisible companion, and
newspapers are the medium of ‘plugging in’, taking
CHANNEL PLANNING
readers behind the summary details that appear on TV.
The survey described how magazines, television, radio
and newspapers perform different roles, and the mind-
set a consumer brings to each medium acts as a filter,
affecting how advertising works. The MPA report states
that while “TV is the passive entertainment medium for
introduction and visibility boosting, magazines are the
active involvement medium for the courtship stages of
building familiarity and preference. Together they
perform complementary roles in the consumer’s
D
decision-making process - one adds power to the
other.”
70 HOW MAGAZINE ADVERTISING WORKS
The research showed that magazine advertising is part
of the environment a consumer consciously explores in
search of things of interest. The advertising is not just
about getting ‘hard’ information, but is also about
getting to know brands and products, by seeing them in
an environment where they can be looked at, revisited
and compared. The statements concerning advertising
in magazines which attracted the highest levels of
agreement from the sample were ‘The ads help me
compare the choices available’ and ‘The ads contain
useful product information’. The advertising plays an
intimate role, coming alongside consumers when they
are deciding which products and brands best fit their
individual needs. This is why the MPA called magazines
the medium of courtship.
Respondents were asked in which of the four media
they first find out about new products, for each of ten
product fields. In half the product fields TV was the
leading medium, and magazines were the leading
medium in all but one of the remaining product fields.
When they were not top-scoring, TV and magazines
were usually in second place. Respondents were next
asked which medium was best at providing information
needed to decide what to buy. Magazines were the
dominant medium, leading in six of the ten product
fields and coming second in all but one of the
remainder. Magazines were also the dominant medium
in terms of the best source of information and ideas.
Moreover this dominance was accentuated among
consumers who were ‘very interested’ in the product
field. Thus magazines allow an advertiser to focus a
message on the very people who are most interested in
what the advertiser has to say.
32. MEDIA EXPERIENCE STUDY: IDENTIFYING MAGAZINE ATTRIBUTES

Another survey from abroad which throws light on the
varying ways in which the principal media channels
work is the 2004 “Media Experience Study”
(Mediabeleving 2004) published in The Netherlands
[93]. By comparing a range of media it underlined some
of magazines’ strongest attributes: readers’
identification with their favourite titles, enjoyment,
stimulating information of a practical nature, and
advertising that provides new, clear and useful
information that is believable.
The study, conducted by research agency Veldkamp/TNS
NIPO and published by newspaper publishers’ trade
association Cebuco, interviewed a representative
sample of 1,000 people aged 13 and over. Respondents
were shown a list of eight dimensions, and asked to say
which dimensions applied to the various media they
used.

EXPERIENCING THE MEDIA

The summary table shows the ranking of each medium, on each dimension. The table should be read horizontally.

THE MEDIA Magazines Newspp Free pp Internet TV Radio Cinema D Mail

Information 2 1 4 3 5= 7 8 5=

D
Enjoyment 3 6 7 5 4 2 1 8

CHANNEL PLANNING
Negative emotions 5= 1 3= 7= 2 5= 7= 3=

Leisure/pastime 2 3 1 6= 4= 4= 8 6=

Stimulant 2 5 7= 3 4 6 1 7=

Identification 1 3 7 4= 2 8 4= 6

Social interaction 4 2 5= 7 3 8 1 5=

Practical usage 2 5 3 1 7= 6 7= 4

Newspp=Newspapers, paid-for. Free pp= free newspapers. D Mail=direct mail/commercial post

Among eight media, magazines were ranked first or
second on five out of eight dimensions: identification,
information, stimulation, practical usage, and
leisure/pastime.
The internet has rapidly established itself within the mix
of media. It achieved top ranking in terms of practical
usage, just ahead of magazines, and ranked third on
information and stimulation (in both cases just behind
magazines). The table reveals the relative strengths and
weaknesses of all nine channels.

HOW MAGAZINE ADVERTISING WORKS 71

 EXPERIENCING THE ADVERTISING applied to the advertising in the media they used. The
next table presents the ranking of the advertising in
In a second part of the study a different set of ten each medium (with outdoor added to the list), on each
dimensions was shown, and respondents said which dimension.

ADVERTISING Magazines Newspp Free pp Internet TV Radio Cinema DMail Outdr

Something new 1 3 5 2 9 6 8 4 7

Useful information 2 3 1 6 9 8 5 4 7

Believable 1 4 2 5 8= 6 8= 3 7

Happy 2 4= 8 9 3 7 4= 6 1

Did not irritate me 4 3 1 7 9 8 6 5 2

Clear 3 6 1= 1= 8 7 4 5 9

Enthusiastic 3 1 4 5 7 8 9 2 6
CHANNEL PLANNING

Original/unique 3 5= 8 5= 5= 4 1 9 2

Felt involved 6 2= 1 2= 8 7 9 5 4

Action 5 2 1 4 7 8= 8= 3 6

Newspp=Newspapers, paid-for. Free pp= free newspapers. D Mail=direct mail/commercial post. Outdr=Outdoor

Magazine advertising was ranked first in terms of the dimensions. The one exception was its third ranking
D

‘something new’ and ‘believable’. It was ranked second
on ‘useful information’ and ‘happy’. It came third in
terms of ‘clear’, ‘enthusiastic’ and ‘original/unique’.
Thus magazines were ranked in the first three positions
for seven out of ten dimensions.
on ‘happy’. Television emerged as the medium with the
most irritating advertising, and advertising which is the
least useful, new or believable. Television advertising
was also among the least clear, and aroused some of the
lowest enthusiasm, involvement and action.

Again the internet achieved some high ranking
positions. It was first equal with free newspapers in
terms of clarity, and ranked second (behind magazines)
for ‘something new’, and second equal with paid-for
newspapers for ‘felt involved’.
Clearly, magazines have many positive attributes which
enable them to contribute something valuable and
unique within a multi-channel marketing campaign.

It is notable that television performed badly on most of

72 HOW MAGAZINE ADVERTISING WORKS

33. MAGAZINES AND THE INTERNET
THE WEBSITE EXPERIENCE
The “Absorbing Media” research, in both its qualitative and
quantitative stages, probed into the experience of using
websites. While the internet has clearly made a huge
impact, it is perceived as two distinct media: a
communication channel (e-mail and chat rooms) and an
information channel (websites).
While it is well accepted that websites have an immense
array of valuable and interesting information, the survey
found a widespread concern among people about the
impact on them as individuals. Surfing websites is seen by
many people as a rather lonely, antisocial and intense
activity. They also complain that it is expensive and
sometimes frustrating. Some people view websites as
addictive, time-consuming and in danger of taking over
their lives without firm rationing. The web experience is not
treasured in the same way as the magazine experience.
Instead it is characterised by a relative lack of relationship
with the medium. In response to a series of attitude
statements, 45% agreed that “using the web is a lonely
unsociable activity”, 34% agreed that “I feel a certain
amount of stress when I use the web”, and 26% agreed
“the web takes up too much time”. To the statement “I
have a relationship with the web, like a friend”, 74%
disagreed.
This is of course offset by the strong positives of the web.
The medium is becoming an empowering revolution for
consumers. With an incredible encyclopaedic knowledge
available at one’s fingertips, the quest for information can
become an adventure. 85% of respondents agreed with
the statement that “I can find almost any information I need
on the web”. The web has given individuals a sense of
control. And this factor of control links back to magazines
and other print media.
The web has joined print as a second major medium which
allows users full control of their exposure (except for the
pop-up ads). This embraces control of both what is looked
at and the time spent on it.
“Absorbing Media” has shown that consumers’ experience
of the web has led them to perceive the traditional media
channels in a new light. In particular, respondents pointed
out how they appreciate the selection, screening and
mental editing which magazines offer them.
MAGAZINES AND WEB CROSS-REFERENCING EACH
OTHER
The internet is like print in that it is under the control of the
consumer rather than of the publisher/broadcaster. The two
channels can work well together because they can cross-
HOW MAGAZINE ADVERTISING WORKS
reference each other.
Magazines can arouse interest in topics, suggest
information sources for readers to explore, and provide
website addresses in articles and advertisements. The
internet is such a wide open bottomless uncharted and
invisible world that the editing function which magazines
can provide – reviewing a topic and suggesting avenues for
further exploration – can be a very valuable one. Magazines’
own websites can be a useful part of such referrals, but in
most cases they won’t be the main online sources.
A new if modest piece of research illustrates one type of
interaction between the channels. An American study
released in November 2004 by research agencies Ipsos-
Insight and Faulkner Focus [94] showed a close relationship
building up between print and online advertising. The two
media work together as natural companions. For example,
it was found that information in print had sometimes led
directly to an online search, which in turn sometimes led to
D
purchase. Thus one respondent saw a print ad for a cell-
phone plan, then went online to the advertiser’s website for
CHANNEL PLANNING
further details, and finally went out to a shop and made a
purchase. A symbiotic relationship was found between print
and the internet.
It is clear that advertisers should, where relevant, include
their online address in their print ads, and that the online
advertising should consciously tie in with the print
advertising. Information on the website which relates to
products featured in print ads should be easy and quick to
find on the site, when readers visit from the printed page.
DIGITAL MAGAZINES AND THE INTERNET
The way in which magazine advertising drives readers to
advertisers’ websites is even more marked for the digital
editions of magazines, because of the easy hyperlinks.
Digital editions are exact reproductions of the printed
magazine, but held digitally, distributed electronically, and
usually read or at least scanned on the screen, with the user
choosing which if any pages to print out or to store digitally.
One key difference from the printed magazine is that the
digital editions include many hyperlinks to websites,
embedded in the editorial and in the ads, thus giving
immediate accessibility to advertisers’ websites. Although
only a small proportion of consumer magazines have digital
editions in 2005, the trend is clearly sharply upwards.
Mosaic Media Partners and 101 Communications published
in April 2005 an internet-based survey among American
subscribers to digital magazines [95]. The subscribers had
similar demographic profiles to their print counterparts,
were happy with digital publishing formats, and became
highly involved with editorial and advertising content.
73
 The most popular of a list of features of digital editions
was the ability to instantaneously link to an advertiser's
website. 64% of respondents said they had linked to
vendor websites directly from articles, and 43% had
linked to vendor websites directly from ads.
Other popular features included the ability to search
articles (55%), links to ‘white papers’ (55%), archiving
digital editions or articles (37%), and the ability to send
a single article or ad to a colleague (29%). 22% of
digital edition subscribers said they had forwarded an ad
to a colleague, while 37% said they had forwarded
information about a vendor.
SOURCES OF INFORMATION ABOUT COMPUTERS AND
DIGITAL PRODUCTS
Has the arrival of the internet reduced the value, to
consumer PC users, of the specialised computer
magazines? After all, PC users are the most internet-
CHANNEL PLANNING
savvy group, by definition, so do computer magazines
still have a role? Yes, they do – as shown by a survey
commissioned by VNU Global Media and conducted by
A C Nielsen. The 2004 study “Media Preferences of
Digital Consumers” [96] interviewed almost 7,000
consumers in seven European countries including the
UK. All respondents had a PC and access to the internet
D
Base: Total 6971 Digital Consumers In Europe
What this demonstrates is that the internet has not
displaced magazines, even for information about
computers and digital products. The new medium has come
74 HOW MAGAZINE ADVERTISING WORKS
at home, and read a computer magazine. It examined
how their information sources and media preferences
had changed with the advent of the web.
The key question was “What are your most important
sources for the information you need regarding PC and
digital products?” The internet and computer
magazines had very similar high ratings. For both media,
more than 90% rated them as important. This was well
ahead of all other channels, as the graph shows.
This was reinforced when respondents were asked, for each
of the same 12 information channels, “would you say that,
compared to five years ago, it has gained in importance, lost
in importance, or not changed in importance for you?”.
Only 13% said computer magazines had lost in importance
while 55% said they had gained in importance. For all other
channels except the internet, a higher proportion of
respondents – usually much higher – said the channel had
lost in importance over the past five years. Similarly, looking
to the future, when respondents were asked about the
likely situation in three years time, 43% thought computer
magazines would become more important than now (a
figure only beaten by the internet and – marginally – email
newsletters about IT) while only 12% thought the
magazines would become less important (the lowest
percentage for any channel except the internet).
Most Important Information Sources
alongside computer magazines and added new attributes,
but words and images printed on paper and published in
magazine format still have something unique to contribute.
34. CUSTOMER MAGAZINES
Although, like a conventional paid-for magazine, many
customer magazines carry advertising from third parties,
they are a separate channel of communication because
their prime functions are different. Customer magazines
are regularly published titles produced by publishing
agencies on behalf of brand owners, and are distributed
to customers, employees, members and/or
stakeholders. Most are distributed in-store or by post.
Their underlying objectives are to deepen the brand’s
relationship with its target audience, engaging in
dialogue with customers, and enhancing loyalty. This
may involve informing and entertaining the reader;
providing advice, ideas and suggestions about products
or services, thus driving sales; increasing the frequency
of store visits; representing a tone of voice for the
brand; influencing brand image; or any other marketing
objective. According to the latest bi-annual Mintel
report on the customer magazine industry, published in
2005 [97], the industry comprises about 700 titles and
was worth about £385 million in 2004, with turnover
on a sharply rising trend.
IMPROVING BRAND EQUITY
New research has demonstrated that customer
magazines can increase the appeal of and affinity with
Brand Equity Pyramid
Exposed to magazine
% %
Affinity 37
Appeal 51
Acceptance 93
Awareness 99
Since both samples were customers of the brands
surveyed, the levels of awareness and acceptance were
very high. Where a substantial difference emerged was
in the two highest levels of the pyramid. The appeal of
HOW MAGAZINE ADVERTISING WORKS
the brand, and boost share of expenditure. The “APA
Advantage Study” [98] was conducted by Millward
Brown, and published in March 2005 for customer
magazines’ trade body the Association of Publishing
Agencies (APA) and Royal Mail. 17 brands with
customer magazines were studied, and for each brand
two samples were selected: a sample of customers
exposed to the magazine, and a control sample of
customers who were not exposed to the magazine. The
magazine sample was weighted by demographics to
match the control sample. Aggregating across the 17
brands, a total sample of 4,390 consumers was
interviewed.
Millward Brown’s ‘Brand Equity Pyramid’ technique was
used to assess the impact of customer magazines. The
pyramid consists of four measures which taper upwards:
awareness of the brand; acceptance (would not reject
the brand); appeal (it offers something more than
competitors); and affinity (good knowledge of the
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brand and higher than average purchase consideration).
CHANNEL PLANNING
Results showed that customers who had seen the
magazine were more positively disposed to the brand
than customers who had not seen the magazine – on all
four measures.
Control: not exposed Index: Control=100
28 132
40 128
89 104
97 102
the brand was 28% higher, and affinity (linked to
purchase consideration) was 32% higher, among those
customers who had seen the customer magazine.
75
 BOOSTING CONSUMER SPENDING BY 8%
A second measure was a Consumer Loyalty Score, based
on questions about purchase consideration. Millward
Brown’s experience with this loyalty score, used in 3,200
studies across 69 countries (including 377 studies and
150,000 respondents in the UK), is that the score
predicts actual buying behaviour very accurately.
Specifically, it predicts share of category expenditure
which is spent on the brand in question.
The Consumer Loyalty Scores were averaged across all
brands, separately for the two samples. With the control
sample indexed as 100, the score for customers exposed
to the customer magazines was found to be 108. That
is, they were predicted to spend 8% more of their
category money on the brand in question.
The study also found that the average customer
magazine is read for 25 minutes - very similar to QRS
CHANNEL PLANNING
(leaving aside the monthly television listings titles).
Another finding was that 44% of readers take some
form of action as a result of reading the magazine. For
Agreement with statement, among customers
Statement about company Readers
% %
Has a good reputation 93
Is a company you can trust 89
D
Strives to meet customer needs 86
Looks after its customers 86
Offers good value for money 84
Constantly improving products/services 79
On all six attitudes, reading of customer magazines was
associated with an improvement of 15%-27%.
A summary of two other research studies on
76 HOW MAGAZINE ADVERTISING WORKS
example, with a car manufacturer’s magazine the action
might be at least one of: visiting or phoning a
dealership, entering a competition, using vouchers,
visiting a website, enquiring about a specific product or
service, or buying something.
The “APA Advantage Study” is to be updated with new
cases every six months. Details will be released on APA’s
website at www.apa.co.uk
INFLUENCING BRAND IMAGE
Another survey by Millward Brown established in a
different way that customer magazines have a positive
effect on brand image. “Consumer Attitudes To
Customer Magazines”, commissioned by APA and Royal
Mail and published in 2003 [99], interviewed
approximately 475 consumer customers, split between
those who had read the customer magazine and those
who had not, for a range of brands.
The conclusion was that readers have a more positive
image of the brand than non-readers.
Non readers Index
80 116
70 127
70 123
72 119
73 115
68 116
customer magazines, published in 1999 [100] and 2002
[31, 101], can be found on the ‘How Magazine
Advertising Works’ website, www.hmaw.net
35. MAGAZINES AND PROMOTIONS
PROMOTIONS WORK HARDER WHEN ACCOMPANIED
BY MAGAZINE ADVERTISING
In-store promotions can give an immediate boost to
sales, sometimes quite dramatically - though the boost
dies away almost as soon as the promotion has ended.
Nevertheless “Sales Uncovered” (described earlier in
section 23) has shown that promotions are more
effective in the very short term when accompanied by
magazine advertising.
In the “Sales Uncovered” analysis, for each advertiser
who used promotions at all, the weeks during the
magazine campaign period in which promotions
occurred were examined.
Promotion Weeks: % Increase In Market Share (£)
In those weeks when there was promotional activity:
among those not exposed to magazines the market
share rose by 18.7% compared with the pre-campaign
period. But among those exposed to magazines, market
share rose by 25.7%. Thus magazine advertising was
associated with an additional 7.0 % increase in share.
Magazines make promotions work harder. (This
conclusion was also reached by MMA, quoted at the
end of the following sub-section.)
HOW PROFITABLE ARE PROMOTIONS?
Promotions can certainly boost sales in the very short
term, as demonstrated above. Yet in the long run they
weaken the product’s branding. In addition they can
often be shown to be unprofitable even in the short
term. Two studies in the early 1990s, by Jones [102] and
Ehrenberg [103], were particularly relevant because
each covered many brands and because they examined
HOW MAGAZINE ADVERTISING WORKS
the effect of promotional activity on both profits and
long term buying behaviour. Both studies found that
promotions were bad if not disastrous for profits, and
had no beneficial effect on long term sales or brand
loyalty. Jones wrote in 1995 “the sales stimulus provided
by promotions always succeeds in sucking profit out of
a brand, despite its positive effect on short term
volume” [104]. Abraham & Lodish used the IRI
BehaviourScan panel to examine the marginal
profitability of promotions, comparing promotions
against a projected baseline derived from unpromoted
periods. They concluded [105] “Only 16% of trade
promotion events were profitable based on their
incremental sales of brands... For many of the
promotions, the cost of selling an incremental dollar of
sales was greater than one dollar!” – partly because
consumers bring forward their purchases by stocking up
during the promotion and thus do not need to buy at
normal prices in the following period. Abraham &
Lodish also found that promotions do not carry any
D
benefits into subsequent periods as advertising does.
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A large-scale Nielsen study called "Strategies of
Successful Brands" [106] also concluded that sales
promotion activity does not achieve brand building at all
in the long term.
A 1996 analysis of the TNS Superpanel [107] reinforced
this picture. It covered three major fmcg markets:
instant coffee, machine wash products, and yellow fats.
All purchase records for 1993 and 1995 were classified
by whether the purchase was made at a normal price or
a discounted price (including multibuys and free extra
packs). Typically about 15% of consumers account for
60% of price-discounted purchasing. When change in
market share from 1993 to 1995 was examined, it was
found that in general price promotion had not been a
successful strategy in growing a brand’s market share.
Indeed the brands that increased their share during the
two years were more likely to be brands that did not
discount their prices. Moreover very few discounting
brands increased their sales to the extent necessary to
make up for the loss in profit on each sale. Typically a
20% price reduction will reduce the manufacturer’s
gross margin by more than half, so discounted sales
need to more than double in order to make up lost
profit; few brands achieved it. TNS’s conclusions were
that promotions do not benefit long term sales, and
usually they are not even profitable in the short term.
In 2001 Ehrenberg & Hammond reported on a fresh
analysis [108]. They concluded that price promotions
seldom attract new customers, lead to no extra
subsequent sales, do not affect repeat-buying loyalty,
seem to induce no deal-proneness, and reach relatively
77
 few people anyway. No wonder they subtitled their
article “Why the true value of price promotions is
virtually negligible”.
An econometric analysis conducted in 2001 by MMA for
Magazine Publishers of America, “Measuring Magazine
Effectiveness” [109, 110] (described in section 40),
found that promotions were less sales-effective than
above-the-line media, even in the short term. MMA
divided their database of 186 brands into sixths
according to their level of sales success. The most
successful one-sixth of the brands, which had an
average effectiveness index of 3.0, spent an average of
49% of their marketing budgets in media (TV,
magazines and radio) and 51% on promotions and
other non-media activities. In contrast, the least
successful one-sixth of brands, which had an average
effectiveness index of only 0.3, spent only 25% in
media, with 75% in promotions and other non-media
activities. Media advertising evidently has a better pay-
CHANNEL PLANNING
off than promotional and other expenditure.
MMA also pointed out [111] that media advertising
(unlike promotions) may also produce long term
benefits as well. In addition it can reduce price sensitivity
among customers (making profit generation in the long
D
78 HOW MAGAZINE ADVERTISING WORKS
term easier), and reduce the effectiveness of
competitors’ promotions.
All this reinforces the case for switching money out of
promotions and into conventional media. And since a
mixed-media campaign of say television and magazines
improves the efficiency of media advertising it doubly
justifies larger budgets spent on above-the-line media -
if necessary at the expense of below-the-line
promotions.
A further analysis by MMA showed that if promotions
are indeed used, the higher the proportion of
expenditure allocated to magazines the higher the
effectiveness of the promotions. For brands spending
0%-4% of their marketing budgets in magazines,
promotions had an effectiveness index of 1.0. For
brands spending 4%-10% in magazines, promotions’
effectiveness was higher at 1.4. The big jump occurred
for brands spending 10%-61% in magazines; for them,
the effectiveness of promotions was 2.4. Magazines not
only make television work harder – they also make
promotions work harder. This reinforces the evidence
from “Sales Uncovered” quoted in the previous sub-
section.
(E) MIXED-MEDIA ADVERTISING:
THE EFFECTIVENESS OF COMBINING MAGAZINES AND TELEVISION
36. MAGAZINES AND TV
Of particular interest to magazine publishers are two
competing media strategies: using TV only, versus
combining TV with magazines.
Magazines are an effective and versatile advertising
medium not only when employed on their own but also
when used in conjunction with television. They are a
natural complement to TV. Television is of course a very
powerful medium, and obviously it works in a very
different way from magazines. Its strengths cannot be
matched by magazines, but television has limitations
too, and these are precisely where magazines have their
strengths.
Thus television is intrusive, has movement and sound
and can create emotion, and while the commercial is
being broadcast there is no competing editorial content;
but a commercial runs a fixed length of time and is
beyond the control of the viewer. Magazine
advertisements are permanent and portable; the reader
can hold and study an ad for as long as desired. The
reader is in control of his or her own exposure.
Consequently the combination of television and
HOW MAGAZINE ADVERTISING WORKS
magazines is even more effective than television on
its own.
Many aspects of this topic are examined below, and the
clear conclusion emerges that the effectiveness of
television advertising will be enhanced if it is combined
with magazine advertising.
From the point of view of managing the budgets, there
are two ways of bringing this mixed-media policy into
being. One is to re-allocate a minority of the TV budget
(perhaps about 25% or 35%) to magazines. The other
is to leave the television budget untouched and make
E
magazines a straight addition, drawing the money from
MIXED-MEDIA ADVERTISING
elsewhere and in particular from promotions.
Promotions can boost sales in the very short term but in
the long run they weaken the product’s branding. In
addition they can often be shown to be unprofitable
even in the short term (as just discussed). A mixed-
media campaign improves the efficiency of media
advertising and justifies larger budgets spent on above-
the-line media - if necessary at the expense of below-
the-line.
79
 37. TV+MAGAZINES: IMPROVED DISTRIBUTION OF ADVERTISING EXPOSURES

No television advertising campaign provides evenly
balanced coverage across all sectors of the population.
Many people are simply light viewers of commercial
television and cannot be reached to the same extent or
frequency as the heavy viewers who watch a lot of
commercial TV. The light viewers do however read
magazines.
Magazines are a mass medium with a high penetration
of the population. 77% of adults read at least one of
the 174 magazines measured by the National
Readership Survey (January-December 2004, average
issue readership). When one considers that there are
also more than 3,000 other consumer magazines, it is
safe to say that more than 80% of adults read a
magazine.
An appropriate selection of magazines in an advertising
MIXED-MEDIA ADVERTISING
At no extra cost, the mixed media strategy gave the
total audience almost a fifth extra exposures, from 400
gross ratings to 493 (see table). At the same time it
substantially increased the net coverage (those exposed
to at least one advertisement) from 73% to 87%. The
4+ coverage rose from 40% to 54%. The 4+ coverage
is an important measure for a four-week campaign since
it shows the proportion of the target audience who see
an advertisement at least once a week on average.
Even more important was the effect among women
who see least commercial television. Among Light-Non
ITV viewers, gross ratings almost doubled, while net
coverage increased by half, from 51% to 76%. 4+
coverage rose dramatically from 15% to 34%. If a
higher proportion of the budget had been allocated to
magazines (say 30%-35%) this would have improved
even further.

schedule can thus fill the coverage and frequency gaps

left by television. In other words, improved targeting.
This can be demonstrated by analysing and comparing
the coverage and exposure frequency of the two media
strategies. The following example is based on analyses
conducted by KMR-SPC using their Mercury software
and the BARB/TGI fused database [112].
A four-week television campaign was planned against a
target audience defined as all women. An alternative
mixed-media schedule has been drawn up for
comparison, in which 25% of the budget was re-
allocated to women’s weekly and monthly magazines,
while 75% remained in television, thus keeping the
E
The mixed-media schedule also delivered significant
gains in gross ratings, net coverage and 4+ coverage
among Medium and Medium-Heavy viewers. Even the
Heavy viewers did not receive weaker exposure from the
mixed-media policy. Gross ratings were virtually
identical, the net coverage rose slightly from 93% under
the TV-only strategy to 96% under the mixed-media
scheme, and 4+ coverage rose a little from 80% to
84%.
In short, the large disparity in exposure between Heavy
viewers and Light-Non viewers which a television-only
campaign creates is greatly reduced by allocating only a
quarter of the budget to magazines.

total expenditure the same. The analyses were broken

down by weight-of-viewing groups.

Comparing TV-Only And TV+Magazine Strategies

Weight Of Viewing

All Women Light & Non Medium Med-Heavy Heavy

TV ONLY, 100% OF BUDGET
Gross ratings 400 163 288 473 874
Net coverage (1+) 73.2 50.9 76.0 88.3 92.7
4+ coverage 39.6 14.8 28.5 57.1 79.6
Average frequency 5.5 3.2 3.8 5.4 9.4

TV 75% +MAGAZINES 25%

Gross ratings 493 309 404 559 862
Net coverage (1+) 86.7 75.8 87.9 93.7 96.0
4+ coverage 53.6 33.6 45.9 65.8 84.0
Average frequency 5.7 4.1 4.6 6.0 9.0

80 HOW MAGAZINE ADVERTISING WORKS

What The Final 25% Adds

Weight Of Viewing

All Women Light & Non Medium Med-Heavy Heavy

(A) IF SPENT ON TV
Gross ratings 100 41 72 118 218
Net coverage (1+) 4.0 5.3 5.2 3.1 1.3
4+ coverage 8.3 4.5 8.9 15.7 8.0
Average frequency 1.1 0.5 0.8 1.2 2.3

(B) IF SPENT ON MAGAZINES

Gross ratings 193 187 188 204 207
Net coverage (1+) 17.6 30.2 17.0 8.5 4.7
4+ coverage 22.2 23.2 26.4 24.4 12.5
Average frequency 1.4 1.4 1.6 1.8 1.8

E
Source: KMR-SPC (BARB/TGI fused database, Mercury software)

Another way of looking at this is to ask what the final
25% of the budget adds, once the first 75% has been
allocated to television.
If the final 25% is spent on television, among the total
audience of all women it adds 100 rating points, a further
MIXED-MEDIA ADVERTISING
4% net coverage, and 8% 4+ coverage, to what is
delivered by the original 75% spent on television. If
instead the final 25% of expenditure is allocated to
magazines, it adds 193 gross rating points, a further 18%
net coverage and 22% 4+ coverage. In all respects, it is
materially better than television’s marginal contribution.

The Final 25% Of Budget: Use TV Or Magazines?

(1) Gross Ratings Added

The chief benefit however is among the people who see 5% of 4+ coverage. By contrast, spending the marginal
least of the television campaign. Among Light-Non 25% in magazines adds 187 rating points, a further
viewers, if the final 25% of money is spent on television, 30% of net coverage and 23% of 4+ coverage.
it adds only 41 rating points, 5% of net coverage and

HOW MAGAZINE ADVERTISING WORKS 81

 Although the effect diminishes a little among Medium
viewers and rather more among Medium-Heavy
viewers, the gains there are still substantial. Nor are
these major advances at the expense of the Heavy
viewers. Spending the final 25% in magazines delivers
almost the same gross ratings as spending the money in
MIXED-MEDIA ADVERTISING
It is not effective to buy even more ratings in a medium
in order to reach the people who hardly use the medium.
It is better to turn to another medium which they do use.
E
BENEFITS OF TV + PRINT, IN TERMS OF EXPOSURE
AND TARGETING
Many similar examples of comparing TV-only and
TV+print schedules have reached the same conclusion:
that by re-allocating around 25%-35% of a television-
only budget to print, an advertiser can achieve a
number of vital benefits:
1. A very considerable improvement in the way
advertising exposures are distributed across the
target audience.
2. A solution to the problem of adequately reaching
light viewers.
3. Similarly a solution to the difficulty of reaching ABC1s,
the more affluent, and the better educated (groups
who are predominant among light viewers and are
often a key part of an advertiser’s target audience).
4. Increased net coverage.
5. Increased numbers who receive higher levels of
opportunities to see - such as those receiving at
least 4 opportunities to see (4+ coverage).
82 HOW MAGAZINE ADVERTISING WORKS
television, and it adds more net coverage (5% extra,
compared with 1% extra) and more 4+ coverage (13%
extra instead of 8% extra) for Heavy viewers. So even
among Heavy viewers a slightly superior result is
achieved by putting the last quarter of the budget into
magazines.
The Final 25% Of Budget: Use TV Or Magazines?
(2) 4+ Coverage Added
6. A lower cost per thousand.
7. And as a later section of this report shows, the
opportunity of communicating the advertising
messages through two different but
complementary media forms, with the enhanced
richness and effectiveness of communication that
this makes possible.
Of course, television and print exposures are not directly
comparable. In combining the opportunities to see
delivered by each medium it is not implied that a TV
exposure is the same thing as a magazine exposure. Rather,
there is a choice between reaching a particular member of
the target audience in different ways: say 6 times through
a television-only campaign, or say 8 times through a TV-
plus-print campaign which delivers 5 exposures through
television and 3 through the print advertisements.
These analyses have been based on the idea of taking
money from the TV campaign to pay for magazine
advertising. The alternative strategy is to take the money
from promotions or other budgets, leaving television
expenditure unaltered. This can be justified because a
mixed-media strategy improves the efficiency of media
advertising, compared with TV on its own, and promotions
produce little or no extra profit (see section 35).
38. TV+MAGAZINES COMMUNICATE BETTER THAN TV-ONLY
Because television and magazines work in such different
but complementary ways, the communication delivered
by a TV-only campaign can be substantially enhanced by
adding magazines.
The two classic pieces of research which demonstrated
the improved communications delivered by TV-plus-
print were ‘Multiplying the Media Effect’ [113] and ‘The
Media Multiplier’ [114]. Between them, they provide 19
detailed case histories showing how print
advertisements can add to and enrich what is perceived
in television commercials, especially if the creative
treatments in the two media are designed to be
complementary.
‘MULTIPLYING THE MEDIA EFFECT’
This survey, carried out in 1985 and published during
1986 and 1987, studied seven mixed-media campaigns
[113]. It was commissioned by a group of consumer
magazine publishers working together under the name
of The Magazine Marketplace Group, under the
auspices of PPA, and the fieldwork was conducted by
Communication Research Ltd.
The approach was to show informants magazine
advertisements and television commercials from the
same campaigns and examine what was
communicated. This was done through hall tests, in
which each person saw two or three campaigns. All
informants were users of the product types in question,
as well as falling within demographic quotas. The order
of showing TV and magazine advertisements was
carefully rotated, with advertisements being shown a
second time under a controlled sequence. After each ad
was seen, a standard set of open-ended questions was
asked, the key question being “Please tell me everything
that passed through your mind while you were looking
at the advertisement, whether or not it was actually
connected with it”.
Illustrations from three of the campaigns give a flavour
of the results.
Birds Eye Country Club
One of the campaigns was for the Birds Eye Country
Club range of frozen vegetables. First, the magazine
advertisement (when seen before TV) provoked a
greater range of thoughts than the TV commercial. In
particular there was more emphasis on the vegetables
themselves, especially how attractive they looked, and
the variety (though the TV commercial showed just as
great a variety). A word-count of the number of
mentions of each vegetable shows this clearly. Second,
and very significantly, informants who were shown the
HOW MAGAZINE ADVERTISING WORKS
sequence TV-magazine-TV noticed individual vegetables
in the television commercial much more the second time
they saw the commercial. The magazine ad had
evidently made them more aware of the range of
vegetables and this affected the way they experienced
the subsequent television commercial. Thus the
magazine ad on its own not only communicated certain
things better than the commercial, but also enhanced
the response to the commercial.
Milk
Something similar happened with the advertising for
milk. Not only did the magazine advertisement
communicate more thoughts about the different types
of milk available from the milkman - skimmed, semi-
skimmed and standard - but also informants became far
more aware of the skimmed and semi-skimmed milk
that appeared in the television commercial when they
E
saw it after the magazine advertisement, compared
with when they saw TV before the magazine ad. A
MIXED-MEDIA ADVERTISING
different stimulus in a different medium had affected
the way the subsequent TV advertising was understood.
Danish Bacon
Another campaign was for Danish Bacon, in which both
the magazine ad and the commercial portrayed bacon
sizzling in a frying pan. As a control, part of the sample
had seen the bacon commercial, then a magazine ad for
a different product, then the bacon commercial again.
The test sample had seen the bacon commercial, then
the magazine ad for bacon, then the Bacon commercial
again. A word-count was made of the number of
mentions of words like ‘appetising’, ‘hungry’ etc after
each showing. Expressing the word-count in index form,
among those who saw a magazine ad for a different
product between the two showings of the bacon
commercial, there was an index of 100 mentions of
‘appetising’, ‘hungry’ etc after the first TV showing and
an index of 31 after the second TV showing. Among the
matched sample of those who saw the magazine ad for
bacon between the two showings of the bacon
commercial, there was an index of 115 mentions of
‘appetising’, ‘hungry’ etc after the first commercial, an
index of 162 after seeing the magazine ad, and 92 after
the second TV showing.
The point here is not only that the magazine exposure
produced more ‘appetising’-type thoughts than any of
the television showings, but that after seeing the bacon
magazine advertisement the informants experienced far
more ‘appetising’-type thoughts while watching the
TV commercial than did the informants in the control
sample.
83
 It appears that the stimulus provided by the magazine
advertisement had created new perspectives, which
remained in informants’ minds while they watched the
subsequent television commercial, and these affected
their responses to that commercial.
Conclusions
The overall conclusions of ‘Multiplying the Media Effect’
were that:
• not only can one medium communicate ideas
additional to those derived from seeing another
• one medium can also affect and enrich what is
understood from a subsequent exposure to another
medium
• greater strength can be added to a mixed-media
campaign by encouraging this process through
creative links
MIXED-MEDIA ADVERTISING
The page and the screen nourish each other.
‘THE MEDIA MULTIPLIER’
‘Multiplying the Media Effect’ aroused such interest
around the world that the UK’s Press Research Council,
representing magazines and newspapers, extended the
investigation by commissioning twelve more case
studies. They were published in 1990 in a report titled
‘The Media Multiplier’ [114].
Two research companies conducted the survey in 1988
and 1989: Communication Research Ltd and The
Research Business. There was a robust sample of 1,400.
Consumers were asked to describe their response to the
E
TV commercial both before and after being shown a
print advertisement for the same product. Their
separate responses to each medium were recorded, and
control groups were shown only the TV commercial or
only the print ad. This meant it was possible to identify
the effects of TV alone, of print alone, and of both
media together.
The results demonstrated that advertising in magazines
or newspapers in addition to television, rather than
using television on its own, bring a number of very
important communication benefits. In summary:
• Print can lead people to perceive the TV commercial
in new ways.
• Print can also convey new information that is not in
the TV commercial.
• The result of adding print to a TV campaign is a
richer, more complete communication.
Print not only makes its own unique contribution, it also
makes the television commercials work harder. The
84 HOW MAGAZINE ADVERTISING WORKS
effect of adding print to television is not merely additive,
it is multiplicative. Using the two media produces an
invaluable interaction.
Such effects can be heightened by deliberately building
creative links between the TV and print advertisements.
With as many as twelve campaigns to analyse, the
survey was able to document some of the ways in which
print can help television to work better. Every item on
the following list emerged from at least two case
histories.
Print can:
1. Lead people to see the TV commercial in new ways,
and look for details
2. Encourage more response to the commercial
3. Add extra information or messages
4. Re-inforce the TV message
5. Expand the TV message
6. Help understanding of the TV message
7. Strengthen brand identification
8. Make the product more accessible
9. Focus more on product-oriented messages
10. Create a more positive feeling towards the product
There are two other important considerations:
11. The beneficial effects can be heightened by
building creative links
12. The benefit is a two-way affair
While no mixed-media campaign will work in all of
these ways simultaneously, all TV-plus-print campaigns
will benefit from some of the factors on this list.
The key findings from four of the campaigns are
summarised here, to illustrate the print-television
relationship:
Cheeses of England and Wales
The television and magazine advertisements were very
different in style but complemented one another well.
Responses to the print ad were particularly product-
oriented, and there was much evidence of interaction
between the two media. The print treatment tended to
direct attention to details within the TV commercial,
focusing on the product rather than the execution. It led
respondents to look harder at the recipe information
featured very briefly in the commercial and encouraged
thoughts concerning the variety and versatility of the
cheeses. The magazine ad also helped informants to
appreciate the health and fitness story within the
commercial - including comments about cheese being
full of protein, vitamins and calcium, copy points made
explicit in the magazine ad. In addition print
strengthened the branding of the product - cheeses
from England and Wales rather than just “cheese”.
Exposure to the magazine advertisement modified
informants’ reactions to the TV commercial when seen
subsequently, and in directions which could be
attributed to the magazine ad.
Access credit card
The television commercial conveyed the idea of flexibility
very successfully. The print advertisement added
considerably to this. It led informants to become more
involved in the detail of the television commercial. They
also took the messages they had absorbed from the print
advertisement and applied these to the TV, thinking
through the implications of flexibility instead of simply
replaying flexibility as the sole message. Print had made
respondents dwell on the varied practical attributes of an
Access card as well as the general quality of flexibility.
Print had added flesh to the TV bones.
Sarsons Pickling Vinegar
Both TV and print communicated the idea of quick and
easy pickling, and the correct brand name. The
magazine advertisement, however, more clearly
communicated the existence of two types of vinegar,
and the different purposes for which they can be used.
Exposure to the magazine ad had an effect on some
informants when they saw the commercial for a second
time, for they appeared to look out for details and were
more aware of the two varieties of vinegar that were
shown in the commercial, and the versatility of use
which this implied.
Volkswagen Passat
Exposure to the print advertisement was able to increase
significantly the number of new thoughts generated
while seeing the TV commercial for the second time.
Readers were able to pick up detailed copy points
mentioned in the magazine ad, such as the large interior
space and the plush upholstery, and were helped to
perceive such points in the commercial when it was
shown again. Print was successful in reinforcing the
messages conveyed by the commercial, sometimes
leading certain informants to understand these
messages when they had not been fully absorbed from
television alone. The close creative links between the
treatments in the two media facilitated the transfer of
ideas from one medium to the other.
A GERMAN MEDIA MULTIPLIER STUDY: FORD COUGAR
A German media multiplier study published in 2000 is
particularly interesting because of its reinforcement of
HOW MAGAZINE ADVERTISING WORKS
the idea (hinted at in the early UK studies) that
magazines are particularly adept at communicating the
more subtle messages that television may not so easily
get across. “The Multiplier Effect: TV + Print Improves
Communication” [115] researched 12 campaigns in
carefully controlled exposure conditions. 11 of the 12
campaigns showed media multiplier effects. As an
example, one of the campaigns was for the sporty Ford
Cougar car.
The TV commercial showed the drivers of the Cougar
and a motorcycle meeting at a petrol station. They smile
and leave, with the motorcyclist following the car. In an
empty wide mountain landscape they draw level, laugh
at each other, the motorcycle passes, then the Cougar
accelerates and passes the motorcycle. The voice-over
says “The new Ford Cougar. The return to freedom.”
The magazine advertisement was closely linked
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creatively, reflecting the scene.
MIXED-MEDIA ADVERTISING
There were four key messages to be communicated,
and spontaneous comprehension of them was tested.
Adding together the awareness percentages of all four
messages, there was a total score of 89% among
people who saw the TV commercial only once. People
who saw the TV commercial twice had a total score of
98%, an increase of 9 percentage points. But those who
saw the TV commercial once, followed by the print ad
once, had a total score of 118% - an increase of 29
percentage points. That is, when the second ad was in
print it had three times the effect of when the second
ad was another TV commercial.
Of added interest is the effect on the four individual
messages which the advertising was intended to
communicate – summarised in the chart.
Spontaneous Comprehension Of Messages
85
 The first column is the comprehension among people
seeing the TV commercial once. The second is those
seeing two TV commercials. The third is those seeing a
TV commercial followed by a print ad.
Reading across the columns shows the effect on
individual messages. The message at the top of the
columns was ‘If, as a younger, reckless type you used to
like motorcycling, then this Cougar provides you with an
alternative’. Only 6% of those seeing the TV commercial
one time understood this message spontaneously; this
rose to 8% among those seeing the commercial twice.
But comprehension was highest at 13% among those
for whom the second ad was in print. The second
message was ‘A young model for older men, an Easy
Rider feeling, a recall of my youth’. Again,
comprehension was greatest, at 28%, among those
seeing TV + print. The third message was ‘A car that
MIXED-MEDIA ADVERTISING
feels like a motorcycle, the same lifestyle and fun in the
Cougar as on the Harley’. By an even greater margin
than before, a second exposure increased
comprehension if it was in print: 20%, compared with
8% if it was on TV.
The fourth message was ‘Free, freedom, gives a feeling
of freedom and adventure, freedom and light-
heartedness’. This was such an obvious message from
the advertising – including the TV voice-over saying
“The return to freedom “ - that around 60% of
respondents understood it straight away, and seeing
another ad didn’t increase comprehension whether it
was on TV or in print. This is an instructive point. Most
people have learned how to decode advertising
E
messages to some extent, so they get the obvious
message easily enough, but for the more subtle,
detailed messages print is more powerful than
additional TV.
Based on the evidence of all twelve researched
campaigns, the study concluded that:
• Mixed-media contacts improve the learning effect,
lead to a more intensive perception of the
86 HOW MAGAZINE ADVERTISING WORKS
advertising message, and consequently recall of the
advertising content becomes richer.
• Consumers remember details of the TV commercial
that they would not have noticed without seeing
the print ad.
• Print promotes more product-related reactions to
the TV spot, and offers supplementary information
which television with its transitory images cannot
accomplish. The complete claim can be
communicated.
• Mixed-media contacts create a transfer of
credibility. Information-centred, factual print ads
may balance more emotional TV advertising and
thus support the product claims and/or minimise
any doubt about the commercial’s claims.
• In addition faulty understanding of the TV
messages can be corrected by receiving the
messages through the additional medium of print.
• Action is promoted. The intensified processing of
potential arguments, which is an effect of mixed-
media exposure, causes consumers to internalise
reasons why they should do something and to
whom they can turn.
• Creative links strengthen the mix effect, but this
doesn’t mean the print ad should be a still from the
commercial. Best results are achieved when a varied
design is used to express the same basic messages,
to reinforce the memorising and processing of the
advertising content.
THE SYNERGY IS WORLD-WIDE
Since the publication in 1986 of the pioneering
‘Multiplying the Media Effect’ many other surveys along
similar lines have been conducted in countries around
the world [116]. All have found the same results: the
combination of print and television has a multiplying
effect on communication effectiveness, compared with
television on its own. Without doubt this is not a
phenomenon peculiar to the UK but is a result of the
contrasting but complementary characteristics of the
two media.
39. MAGAZINES EQUAL TV FOR CREATING AWARENESS –
BUT DO SO AT LESS COST
IPC'S AD TRACK
As already discussed, IPC’s Ad Track 94 survey [44]
showed that on average magazine advertising
generates the same level of awareness as television
advertising - at the rate of 13% awareness per 100
gross rating points. However for magazines the figure of
13% was an average across all exposures in the
campaign. A higher awareness level was generated by
the first exposure to magazines - whereas Millward
Brown found that for the television campaigns the first
exposure produced the same awareness level as the TV
campaign average.
In fact the awareness score of magazine ads at their
first exposure was 18% awareness per 100 rating
points, averaged across all campaigns. This can be
compared with an average awareness score for TV
commercials at their first exposure of 13% awareness
per 100 rating points. As Millward Brown wrote, “this
suggests that when they first appear, the print
executions are often better at registering something in
connection with the brand than TV”.
This is a most impressive result for magazine advertising
- creating more awareness on first exposure than
television usually accomplishes. The explanation is no
doubt to do with the repeat reading of magazine pages
(which QRS's PEX has demonstrated) and readers' ability
to pause and study anything that catches their interest.
The reason that the average awareness index for
magazine ads across complete campaigns fell to 13% is,
in Millward Brown’s view, that a given creative execution
in print eventually loses some of its impact because
readers have either absorbed the message from the ad
or else mentally edit it out of their subsequent reading.
Millward Brown call this ‘wear-out’ but a more
appropriate term is ‘over-exposure’ because “this label
correctly places responsibility for dealing with the factor
upon the user of the medium” [117], the
advertiser/agency. This potential for over-exposure of a
given execution arises from one of the great benefits of
print advertising - that readers are in full control of what
they look at and can study an advertisement for as long
as they choose, and as often as they choose.
The solution to over-exposure of a given creative
treatment is to use more executions: instead of running
just one advertisement, create two or three. The new
ads will stimulate fresh involvement and push the
average awareness index above the 13% mark - that is,
above TV’s average level.
HOW MAGAZINE ADVERTISING WORKS
There is much more to be discovered about the ability of
magazines to refresh a campaign by introducing new
creative executions. This is one of the priority areas for
further research. Meanwhile Millward Brown are surely
correct in saying “a major magazine campaign needs to
be conceived in the form of several complementary
executions” [118].
MPA'S 113-BRAND TRACKING STUDY
"Dollar for dollar, magazines deliver significantly higher
advertising awareness levels than television."
This was the clear conclusion of a major analysis
published in 1998 by Magazine Publishers of America
[119], in which Millward Brown examined 113
campaigns in the USA which used both television and
E
magazine advertising. Awareness of the campaigns had
been measured by Millward Brown as part of their
MIXED-MEDIA ADVERTISING
normal continuous telephone tracking studies, during
the two-year period January 1996-December 1997. For
every campaign, Millward Brown compared the
awareness generated by each medium with the
expenditure in the medium, and to the number of gross
rating points bought in the medium.
Combining all 113 campaigns, 36% of total advertising
awareness was created by television, 29% by
magazines, and 35% jointly by television and magazines
together. Television therefore had a 71% share of
awareness (36%+35%) and magazines had a 64%
share (29%+35%).
77% of the advertising expenditure had been on
television and only 23% in magazines. Relating this to
awareness, television had an index of 92 (71% share of
awareness divided by 77% share of expenditure)
whereas magazines had an index of 278 (64% share of
awareness divided by 23% share of cost). Magazines'
index of 278 is 3.0 times greater than television's 92. In
other words for every dollar spent, magazines delivered
three times as much ad awareness as television.
It was a similar conclusion when looking at gross ratings
rather than expenditure. Television generated 76% of
the gross ratings while magazines generated 24%. Thus
the index for television was 93 (71% share of awareness
divided by 76% share of ratings) and for magazines it
was 267. So for every 100 rating points bought,
magazines delivered almost three times as much ad
awareness as television.
87
 These general conclusions were found to be true:
• across product categories
• for different budget levels
• whether there were few or many competitors
• for new and established brands
Another finding was that for most brands (61% of
them) a change in advertising awareness was associated
MIXED-MEDIA ADVERTISING
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88 HOW MAGAZINE ADVERTISING WORKS
with a corresponding change in purchase intent
("Definitely or probably will buy") - confirming that
awareness is an important measure. Moreover, for
brands where this association occurred, most of the ad
awareness was attributed jointly to television and
magazines working together. This reinforces the view
that the two media in combination are more effective
than either on its own.
40. MARKET TESTS: SALES EFFECTIVENESS OF TV + MAGAZINES
A growing number of market tests and econometric
analyses are proving that mixed-media campaigns
involving magazines can sell products - and sell them
more effectively than a campaign using television on its
own. Some of the following examples are from the UK,
while others are drawn from elsewhere and show that
the results arise from the nature of the two media and
not from any peculiarity of the UK market.
“SALES UNCOVERED”
In recent years PPA has commissioned two major
effectiveness studies utilising the TNS Superpanel,
“Sales Uncovered” and “Proof of Performance”. Each
included, among the brands examined, campaigns
which combined television and magazine advertising.
The “Sales Uncovered” study of 2005 [71], described in
an earlier section, analysed 20 fmcg brands. Of these,
seven were TV+magazines campaigns whose impact
was assessed by medium. The average budget split
across these brands is shown in the pie chart. 70% of
the budget was spent in television and 22% in
magazines.
Budget Split
For each of these seven campaigns, Superpanel main
shoppers were ranked according to their weight of
exposure to the magazine advertising and, separately, to
the TV advertising:
HOW MAGAZINE ADVERTISING WORKS
• For the magazine campaigns, the top 40% were
defined as the heavy or ‘exposed’ group (as a
shorthand); in general, they accounted for about
90% of total magazine exposures. The bottom 40%
in the ranking were defined as the ‘non-exposed’
group and acted as a control group; they accounted
for around 2% of total magazine exposures.
• For television, a medium with a more diffused
audience, the 40% most heavily exposed to the
television advertising were defined as ‘heavy
viewers’; they accounted for about 72% of all
television exposures. The bottom 40% were
defined as ‘light/non viewers’; they accounted for
about 13% of all television exposures.
Magazines And TV: % Increase In Sales (£)
E
MIXED-MEDIA ADVERTISING
Aggregating across the seven campaigns, main
shoppers who had seen none or very little of either the
television or magazine advertising showed only a small
increase in sales during the campaign period: 3.9%.
By contrast, those exposed to the magazine advertising
but who were only lightly or not exposed to TV, showed
a dramatically higher increase in sales. The same was
true of those heavily exposed to TV but not exposed to
magazines. For the two groups, the sales increase was
26%-29%. Clearly, advertising is effective in increasing
sales.
Examination of the sales value figures showed that
these two groups had similar purchasing levels during
the pre-campaign period, and identical absolute
increases in sales during the campaign period (hence the
very similar percentage increases in sales).
89
 It is notable, then, that magazines accounted for a
much lower proportion of advertising expenditure than
television: 22% of the budget, compared with 70% for
television.
The relative cost-efficiency of the two media may be
examined across all four groups in the bar chart above.
To do this, the absolute increases in sales value (£) are
profiled across the four groups as represented in the
second pie chart.
Increase In Sales (£): Profile
MIXED-MEDIA ADVERTISING
E
Television advertising was closely linked to 71% of the
sales increase: that is, the 46% among the
TV+magazines exposure group, plus the 25% from the
TV-only group. There will also have been some smaller
effect among the group heavily exposed to magazine
advertising and only lightly or not at all to TV.
90 HOW MAGAZINE ADVERTISING WORKS
Magazine advertising was also closely linked to 71% of
the sales increase: the 46% plus the 25% from the
heavy magazines & light/non TV exposure group.
This can be compared with the profile of advertising
expenditure (first pie chart). While magazine advertising
appears to have achieved something approaching the
effect of television advertising, it did so at less than a
third of the cost.
This does not mean that magazines are two or three
times more cost-effective than television in all
circumstances. What it indicates is that, pound for
pound, magazines are much more cost-effective at the
relative levels of expenditure in these seven campaigns.
The reason is surely that television has been allocated
too much of the budget and magazines too little. We
know that diminishing marginal returns sets in for all
media, and the expenditure on television in these cases
appears to have gone past the point of severe
diminishing returns. If, however, a more equally
balanced amount had been allocated to magazines and
television I would expect the two media to become
much closer in cost-efficiency. I draw the conclusion that
22% is too low a share of budget for magazines.
The fourth column in the earlier bar chart titled
‘Magazines and TV: % increase in sales (£)’ shows the
sales increase among Superpanel main shoppers who
were exposed to both television and magazines. The
figure of 30.3% is higher than for either the TV-only or
the magazine-only bars on the chart – as one would
expect, because of the advantages of mixed-media
scheduling discussed previously. Indeed, one might have
expected the difference to be greater. However, granted
the conclusion that the television advertising has passed
the point of severe diminishing marginal returns, and
that the magazine advertising is far from having reached
that point, it seems likely that a more evenly balanced
expenditure profile would have boosted the sales
increase among this TV+magazines group of main
shoppers, raising the height of that fourth column.
This topic is discussed further in section 41.
“PROOF OF PERFORMANCE”: TV+MAGAZINES Superpanel [74, 75] examined the link between mixed-
media advertising and short term gains in brand share.
PPA’s "Proof of Performance" analysis of the TNS

10 magazine+TV brands
Brand shares (indexed)

MAGAZINE ALL MONTHS* WITH MAGAZINE AD SPEND OF:

CATEGORY MONTHS NONE £1-50K £50-125K £125+K

Heavy readers 100 98 99 101 109

Light readers 100 102 94 95 106
Non-readers 100 100 96 97 104

Total panel 100 100 97 98 107

*Magazines time-lagged by one month, to allow approximately for build-up of magazine reading. This analysis was

E
run before NRS readership accumulation data were available.

For each of the ten brands covered, the ad expenditure
in television outweighed the magazine expenditure, and
on average the TV spend was about twice the magazine
spend. The results are summarised in the table above.
MIXED-MEDIA ADVERTISING
‘All months’ column is replaced by a ‘TV ad months’
column, and the indices in this column are slightly above
100, balanced by indices (not shown) of slightly below
100 for the months when no TV advertising occurred.

The influence of the television advertising was felt by all
the magazine exposure groups, for the brand share
indices for all groups were higher in the months when
magazine advertising was heaviest, which tended to be
months when television advertising was also running.
Nevertheless the effect of the magazine advertising can
be seen in the gain of 11% among heavy readers
(109/98) compared with 4% among non-readers
(104/100).
This interaction effect can also be seen when the
analysis is confined to those months in which television
advertising was taking place. In the following table the
The much greater weight of television advertising
during these months had the effect of reducing the
variation between most of the cells in the table, but the
main exception was the index for the heavy reader
group in the months when magazine advertising was at
its strongest. Here the brand share index rose to 114, a
gain of 11% compared with the months with no
magazine advertising (114/103).
PPA’s analysis neatly supports the Media Multiplier
proposition that television plus magazines makes an
advertising budget work harder than does television on
its own.

10 magazine+TV brands
Brand shares (indexed)
Months when TV advertising was taking place

MAGAZINE TV AD MONTHS* WITH MAGAZINE AD SPEND OF:

CATEGORY MONTHS NONE £1-50K £50-125K £125+K

Heavy readers 104 103 103 100 114

Light readers 104 106 101 98 107
Non-readers 102 104 100 96 100

Total panel 103 104 102 98 108

*Magazines time-lagged by one month, to allow approximately for build-up of magazine reading. This analysis was
run before NRS readership accumulation data were available.

HOW MAGAZINE ADVERTISING WORKS 91

 USA: “MEASURING MAGAZINE EFFECTIVENESS”
(MMA/MPA)
Magazine Publishers of America (MPA) commissioned
from Media Marketing Assessment (MMA) an
econometric analysis of MMA’s extensive seven-year
database of marketing and sales information on 186
brands in 13 product categories, covering the period
1994-2000. The results were published in 2001 in the
report “Measuring Magazine Effectiveness: Quantifying
the Sales Impact of Magazine Advertising” [109, 110].
Central to MMA’s analysis was a measure of
‘effectiveness’, conceived as the sales effect each dollar
has. Brand by brand, a ‘base’ volume of sales was
modelled (sales that would have been achieved that
year without additional marketing effort). The
remaining sales above ‘base’ level were generated as a
MIXED-MEDIA ADVERTISING
result of that year’s marketing efforts. Each medium’s
percentage contribution to these incremental sales was
modelled, and divided by the medium’s percentage of
marketing expenditure. This produced an effectiveness
index. For example, if a medium contributed 30% of
incremental sales and accounted for 30% of marketing
expenditure, it would have an effectiveness of 1.0. The
higher the index the better.
MMA found that magazines were substantially more
cost-effective than either television or radio. Magazines’
effectiveness index of 1.2 contrasts with only 0.8 for
television and 0.7 for radio. Expressed another way, a
dollar spent in magazines produced on average 50%
more sales than a dollar spent on television.
E
Sales Effectiveness Of Three Media
Effectiveness Index
In another analysis, MMA examined how quickly
magazine and television advertising individually
generate incremental sales. Studying the weekly
92 HOW MAGAZINE ADVERTISING WORKS
cumulative sales impact of each medium, MMA found
that the two media work at very similar speeds. It was
not the case, as sometimes suggested, that in general
television works more quickly than magazines in
creating sales.
UK: CUSSONS CAREX HAND WASH
Before autumn 1996 Cussons Carex liquid soap had
confined its advertising to television, with some support
on radio and posters. But in autumn 1996 Cussons
decided to test the use of magazines as part of a mixed-
media campaign [120]. 81% of the budget remained on
TV while magazines accounted for 19%, using TV
weeklies, women's weeklies and women's monthlies.
Sales were tracked week by week using the TNS
Superpanel of households. In the 12 weeks before the
magazine campaign began, the Carex market share of
sales was similar among households heavily exposed to
the selected magazines and those lightly or not
exposed. However as soon as the magazine advertising
commenced Carex's brand share leapt among the
heavily exposed households while being little affected
among the light or non exposed households. This was
maintained throughout the campaign period.
Additional research established that:
• Sales attributable to magazines were achieved at
one-third of the cost of sales attributed to TV.
• Although magazines were only 19% of the budget,
they added 50% volume sales above the uplift
generated by television.
• The combination of magazines and television was
found to produce a better return on investment
than TV-only.
UK: NIELSEN’S ‘STRATEGIES OF SUCCESSFUL BRANDS’
IPC Magazines co-sponsored one of the largest-ever
studies into the long-term effectiveness of marketing
activity. It was conducted in 1995-96 by Nielsen [106]
and examined 300 products from 50 product fields,
using the Nielsen Homescan consumer panel, Nielsen
tracking data, and Register-MEAL advertising
expenditure figures. For each product the market share,
consumer penetration and loyalty were recorded for the
six months ending April 1992 and the six months
ending April 1995. Changes in these key brand
measures were assessed against their advertising policy,
pricing, promotions and innovation. Nielsen concluded
that innovation is the best single means of developing
the strength of a brand, and that sales promotion
activity does not achieve brand building at all in the long
term.
The lesson for media strategy was that, although many
of these brands used only television for their advertising,
on average advertisers obtained a higher brand share,
and were more successful in maintaining or increasing
share over the three-year period, if they used two forms
of media such as television combined with magazines.
Moreover brands using magazine advertising were on
average both bigger and more likely to be growing.
Nielsen concluded that “since magazine advertising is
less expensive than TV advertising, this implies that
magazines can be a highly cost-effective way of
communicating with the end buyer”. In addition, the
fastest-growing brands tended to be those with a
higher proportion of their total adspend in magazines.
UK: KENCO FREEZE DRIED INSTANT COFFEE
Kraft Jacobs Suchard, with a tradition of using television
as a branding medium, ran a test of a television and
magazines mixed-media campaign for their Kenco
Freeze Dried Instant Coffee [121]. IPC Magazines was
able to offer regional facilities in its publications on a
sufficient scale, and the TV and magazines campaign
ran from April to November 1995 in the
London/South/Anglia regions which accounted for 35%
of the market. In the rest of the country a TV-only
campaign was run, on an equal expenditure basis. The
budget for the magazine expenditure in the test area
was found by switching a share of television money into
magazines.
Among the target audience of ABC1 housewives, the
net coverage achieved in the TV-only regions was near
saturation but nevertheless it was improved slightly in
the mixed-media regions. The mixed-media campaign
also increased gross opportunities to see by 39%,
improved the average frequency of exposure by 35%,
and greatly reduced the cost per thousand exposures.
Millward Brown tracking research showed gains in
advertising awareness in the test area compared with
the TV-only regions as soon as the magazine advertising
began and it continued throughout the campaign
period. Ad recognition levels were highest among
magazine readers, and overall the reduction in TV spend
in the test areas did not prove at all detrimental to brand
image.
Most significantly, sales were improved by the mixed-
media strategy. This was measured by two panels,
Nielsen and TNS Superpanel.
With sales historically stronger in the south, it was
important to allow for this in the analysis. Nielsen’s
figures showed that prior to the test period Kenco’s
share of instant coffee sales in the test region was
HOW MAGAZINE ADVERTISING WORKS
19.8% ahead of its brand share in the rest of the
country. As a result of the test, this differential grew to
25.4%, a very significant gain of 5.6 share points.
The Superpanel was able to compare panel members
exposed to the TV-only campaign with those exposed to
the TV + magazines campaign. Results showed that the
mixed-media campaign improved Kenco volume share
by 7%.
Kraft Jacobs Suchard’s Director of Coffee Marketing,
Nick Shepherd, stated “After careful analysis, we
declared ourselves reassured about the potential for
mixed-media advertising. Following the regional test
results, we are using magazines nationally for Kenco this
year – the surest sign that we believe it worked.”
GERMANY: BAUER AND HASSLOCH BEHAVIOURSCAN
E
PANEL
MIXED-MEDIA ADVERTISING
In Germany a single-source panel has yielded further
evidence about the virtues of mixed-media advertising.
Bauer Publishing have been responsible for a number of
tests using the GfK Hassloch BehaviourScan panel [122].
The panel consists of 3,000 households in the town of
Hassloch whose purchases in a range of product fields
are recorded using scanner technology in local stores.
Panel members receive television through a cable
system, which means that the commercials shown to
each household can be controlled. Panel members also
receive two weekly magazines as an incentive, and the
advertisements carried in these can be varied too. For
the launch of a personal care product two media
strategies were tested, representing equal expenditures:
some households received 100% television and others
received advertising split 68% television and 32%
magazines. After the campaign had run for one year the
mixed-media strategy had outsold the TV-only strategy
by 16%. Most of the increase was due to increased
weight of purchasing, rather than the greater
penetration of the market - and this in turn was
attributed to a more powerful communication of the
advertiser’s message.
USA: STAS of television and magazines
John Philip Jones, a professor at Syracuse University in
New York who spent many years working at J Walter
Thompson in London and elsewhere, has analysed and
compared two sets of sales and exposure data - one
dealing with television advertising and the other with
magazine advertising.
His technique is to produce a summary measure called
STAS (Short Term Advertising Strength) which represents
93
 gain in market share of sales. A brand's market share of
sales among households not exposed to its advertising
during the seven days before a purchase is called the
Baseline market share (for example, 10.0% share). Its
share in households exposed to the advertising is the
Stimulated market share (for example, 11.5%). The
Stimulated share is indexed on the Baseline share, and
this index is the STAS figure (for example, 115). For a
campaign, the STAS figures for each week are averaged
to create a campaign STAS. It is a good measure of the
effectiveness of the advertising.
For measuring the STAS of television Jones used a year’s
data from A C Nielsen’s single-source Household Panel
[123]. He examined 78 fast-moving consumer goods
brands across 12 product fields. The result, averaged
across all 78 brands, was a television STAS of 118.
MIXED-MEDIA ADVERTISING
To measure the STAS of magazines Jones turned in 1998
to the most extensive body of single-source data
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94 HOW MAGAZINE ADVERTISING WORKS
available on brand sales and magazine readership:
110,000 interviews by the Starch research company in
the US during the years 1959-1964. [124]. They
collected information on purchases of 73 packaged
goods brands and exposure to 707 advertisements for
these brands in the magazines Life and Saturday
Evening Post. The outcome, averaged across all 73
brands, was a magazine STAS of 119.
The similarity of the television STAS of 118 and the
magazine STAS of 119 is striking. The clear conclusion is
that magazine advertising is equally as effective (per
exposure) as television advertising, when each is used
on its own.
Other case studies of the sales effectiveness of mixed-
media schedules are given at www.hmaw.net –
including Tim Tam biscuits in Australia [82] and, from
JWT in USA, a packaged goods product [125].
41. TV & MAGAZINE CAMPAIGNS: RECENCY PLANNING
THE SIGNIFICANCE OF THE NRS READERSHIP
ACCUMULATION DATA
The publication in 2004 of the NRS Readership
Accumulation Study (see section 12) means that at last
media planners can study magazines’ week by week
reach, and make direct comparisons with the weekly
reach of television schedules. Agencies can plan print in
the same way they plan television: through weekly
rating points and weekly reach estimates.
Magazine advertising campaigns can be better designed
to maximise reach at required times by phasing the
insertions, and thus the time-released delivery of
exposure, in the optimum way. For mixed-media
strategies, the magazine element of the campaign can
be integrated with the television or other media in an
improved manner. The balance between reach and
frequency, week by week, can be controlled more
efficiently. All this will make campaigns more effective.
In addition the accumulation data will enhance post-
campaign analysis of campaigns, leading to more
precise accountability.
The well-known media philosopher Erwin Ephron, of
Ephron, Papazian & Ephron Inc in the USA, said [quoted
in 41] “The big step is to lose insertion planning and
focus on how print delivers messages. The answer is
‘over time’. We should use actual week-by-week
audience delivery for planning, just as we do with
television. We have all the data we need from the
accumulation studies to place magazine exposures in
time. It’s our thinking that has to change.” Kathi Love,
CEO of MRI, commented [126] “Bringing print into the
Magazine campaign planned without using accumulation data: uneven weekly ratings
HOW MAGAZINE ADVERTISING WORKS
media-mix has always been difficult because print has
never been planned like television. TV planning sets a
target reach goal each week to influence purchase
decisions as they occur. Magazine planning hasn’t had
that option because the weekly data have not been
available. It’s been impossible to schedule print to meet
basic week-by-week media objectives. So it’s been
difficult to put print into a media-mix plan with TV. Now
it can be done.”
The practical implications of the readership
accumulation data were demonstrated in a presentation
at the PPA Conference in 2005 by John Billett, chairman
of Billetts, the media auditing company which monitors
media planning strategy and performance on behalf of
advertisers [127]. Until now, he said, magazine
campaigns have typically been planned on the basis of
when magazines are published rather than when they
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are read. On media schedule flowcharts, magazine
issues are timed to plug the gaps according to on-sale
MIXED-MEDIA ADVERTISING
dates. The result is that there is uneven delivery of
advertising messages during the campaign period.
To illustrate, Billett gave the example of a real magazine
campaign in 2004 which Billetts had analysed as part of
their monitoring for the advertiser. The campaign had
not been planned using audience accumulation data,
but Billetts retrospectively analysed it in that way. The
result was highly variable numbers of gross rating points
by week, as the chart shows. In weeks 1 & 2, 6 & 7, and
10 & 11 there were ‘black holes’ with much less
exposure than in other weeks. This is not what was
implied by the neat-looking schedule flowchart
displaying on-sale dates, nor what was intended.
95
 Yet by using the readership accumulation data, and
making adjustments to the choice of magazines (mixing
the frequencies), the timing of the issues, and the
number of insertions, it is possible to deliver much more
balanced weight by week. The consequence will be that
the effectiveness of magazine campaigns will be
increased and made more measurable.
In addition, planning magazines in the same way as
television (i.e. weekly ratings and reach) will highlight
what Billett considers to be “the current under-
utilisation of the magazine medium.” Billett provided
evidence of under-utilisation by examining the largest
20 advertisers in magazines and in television, during
January-December 2004, according to Nielsen Media
Research. On average, the largest 20 magazine
advertisers were achieving 600 target gross rating
points (GRPs) during the year. In contrast, the largest 20
MIXED-MEDIA ADVERTISING
television advertisers were achieving on average 7,000
adult GRPs during the year.
Consequently the new ability to control weekly reach
and GRPs for magazines as well as television, when
planning mixed-media campaigns, will reveal that total
campaign achievement will be improved by shifting
more exposure (i.e. expenditure) into magazines.
Billetts’ 160 advertiser clients accounted for 24% of all
UK magazine advertising in 2004. All of these
campaigns were planned by media agencies, and not
Billetts whose role is independent auditing. When
Billetts sampled 50 of the magazine campaigns they
found that the average weekly delivery of ratings was
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just 9 adult GRPs. (There was a similar figure – an
average of 8 adult GRPs per week – for the 20 brands
examined in PPA’s “Sales Uncovered” project.) This is
equivalent to about 30 target GRPs per advertising week
among the specific groups that the campaigns were
targeting, when one allows for the ability of magazines
to single out specific kinds of reader. Nevertheless this is
far lower than the level typically considered viable for
television campaigns, and indicates again that there is
justification for heavier weights of advertising to be
allocated to magazines.
In a separate analysis, Billetts sampled 100 of the
magazine campaigns run in 2004 which Billetts
monitored. They found that all 100 written plans
presented figures for total campaign reach and average
OTS but none showed weekly reach or ratings. The
readership accumulation survey has not arrived too
soon.
Some campaigns may have exposure continuing beyond
the defined campaign period, at a low level, since some
96 HOW MAGAZINE ADVERTISING WORKS
magazine issues may achieve their tail of fresh readers
several months after the publication date. It is possible
to regard this late exposure as wastage, but in most
cases it is still delivering valuable exposure for the
product, and providing continuity in the advertising
pressure. Equally, the accumulation data make it
possible to assess for a given campaign the extent and
timing of any carry-over from the previous campaign
period – adding to the achievement in the current
period. Moreover it is possible to limit the amount of
carry-over of exposure beyond the end of the campaign
period, if desired, through the selection of magazines
(with an emphasis on weeklies) and the issues chosen.
The computer bureaux have written new software to
handle the readership accumulation data, enabling
users to input insertions week by week, and examine
the weekly print ratings and coverage, as well as
summaries for the whole campaign. Insertions can be
moved around and the effects on performance viewed,
so that weekly targets can be achieved as efficiently as
possible, while overall campaign objectives are met with
improved effectiveness.
DIMINISHING RETURNS TO REPETITION
The ability to plan magazine campaigns on a weekly
basis – the same as for television - is particularly fruitful
when one considers that many television campaigns
reach the point of negligible marginal returns. The
marginal money would be better spent in magazines,
and it is now possible to analyse such mixed-media
strategies more realistically than before.
Summing up extensive studies in America, John Philip
Jones of Syracuse University, New York wrote in 2004
[128] “Advertisers spend most of their advertising
dollars on television, which is the most unproductive
medium available. It is unproductive precisely because it
is the most heavily used medium. Diminishing returns
operate on all uses of advertising media, and television
advertising is boosted to such a degree of repeated
viewing that the sales response is at the top (i.e. the
least productive) section of television’s advertising
response function. The relatively low usage of print and
radio by most major advertisers means that the sales
response to these media is at the low (i.e. most
productive) section of their advertising response
curves.”
There are several types of evidence about the marginal
effectiveness of television advertising. A large-scale
analysis has been published using data from IRI’s
BehaviourScan panels in the USA. Lodish & Lubetkin in
1992 [129] and Abraham and Lodish in 1990 [130]
examined the results of nearly 400 tests carried out
during the 1980s. This included 293 tests of television
advertising weight. Their conclusion was that in half of
the tests, an increase in television advertising produced
no increase in sales. In other words, in half the cases the
brand may already have been at or beyond the point of
zero marginal returns from television advertising. It
prompts the conclusion that some of the expenditure
would have been better spent in another medium, such
as magazines.
Further evidence published in the UK and USA has
suggested from another point of view that it can make
good sense for TV-only advertisers to allocate some of
their TV budget to magazines. An analysis of USA
Nielsen data by John Philip Jones [123], a 1995 re-
presentation of Colin McDonald’s classic 1960s study
[131], research from Carat UK [132] and analysis by
Andrew Roberts of the TNS Superpanel [133] all indicate
that television advertisers often run bursts that are
wastefully over-heavy, and some of the money would be
better spent in other ways, such as magazines. This
work is reviewed below.
At the heart of this are data suggesting that, in many
cases, one or two TV exposures per week are enough.
NIELSEN DATA ANALYSED BY JOHN PHILIP JONES
John Philip Jones, whose calculations of Short Term
Advertising Strength (STAS) have been described earlier,
extended his analysis to look at television STAS levels at
different numbers of exposures within a week. The
result is shown in the following graph.
STAS Index
Jones wrote “The one thing that comes very clearly out
of these analyses is that the first advertising exposure
has much more effect than what is added by
subsequent exposures.” And again “The largest
immediate sales response generated by advertising
comes from the first exposure. Extra weight generates
very few additional sales. For short-term sales, heavy
HOW MAGAZINE ADVERTISING WORKS
advertising has little more effect than light advertising
weight.”
Jones strongly argues in favour of continuity of media
exposure, rather than concentration into a few short
intense bursts. Continuity is desirable because
advertisements work best of all if they are close to the
moment of purchase, so advertisers should reach the
audience when they’re in the market to make a
purchase right now. Events create needs: for instance,
running out of cornflakes creates a need to buy some
more. Since large numbers of families run out of
cornflakes every week, it is advisable to advertise every
week or as near to it as practical. The power of recent
exposure to an ad has given the name ‘recency
planning’ to the drive for continuity of advertising.
Jones’ work has proved controversial and not everyone
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agrees with his analysis and interpretation of the data,
but his broad conclusions about effective frequency are
MIXED-MEDIA ADVERTISING
supported by the findings of others, three of which are
outlined now.
RE-PRESENTATION OF COLIN MCDONALD’S DATA
Jones’s work led Colin McDonald to re-present in Jones’s
format the key data from his (McDonald’s) classic 1960s
work into the short-term effects of advertising [131,
134, 135]. The result was the following diminishing
returns curve, clearly in general agreement with Jones’s
findings:
STAS Index
The first OTS has more effect than the second, after
which the impact of further exposures is negligible. (The
dip for three exposures may be regarded as an artifact
of small sample size.)
CARAT’S PENRITH PROJECT
Carat Research conducted a controlled experiment in
the Border television region, which included Penrith as a
97
 sampling point [132]. By buying all the airtime in four
complete commercial breaks in the centre of high-rating
programmes, transmitting the same five commercials in
each break, and recruiting five different samples of
adults, Carat were able to achieve five matched samples
known to have had exactly 0, 1, 2, 3 or 4 opportunities
to see the test advertising. The samples were asked
questions about the selected programmes and all five
commercials.
Carat reported that “the most important conclusion
from this study comes from an analysis of frequency of
exposure among product field users. The results clearly
show that effective frequency can be achieved with very
few exposures.” Branded recognition for Brand P was
used to illustrate this point.
MIXED-MEDIA ADVERTISING
Brand P
Branded Recognition Among Product Field Buyers
The graph shows that “the advertising reaches a
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saturation effect after only two exposures”.
This particular level of exposure will not be suitable in all
cases because different people are ‘affected’ at different
levels, according to the circumstances, but nevertheless
this diminishing returns curve closely mirrors the shape
of the Jones and McDonald curves.
ANDREW ROBERTS’ ANALYSIS OF SUPERPANEL
Taking advantage of the single-source nature of the TNS
Superpanel (described previously), Andrew Roberts of
TNS reported on detailed analyses of 21 fmcg brands in
eight markets, with the aim of looking at the short term
effects of television advertising [133]. For each brand it
was possible to find the relationship between the
number of exposures to television advertising and the
subsequent level of purchases. The saturation level
could be calculated, where further advertising does not
increase the propensity to buy the brand. Roberts
concluded that “virtually all the results for the
established brands show a convex curve, with saturation
98 HOW MAGAZINE ADVERTISING WORKS
effects typically after four or five exposures over four
weeks…. If a brand is well established, then advertising
will work primarily as a reminder, and repeated exposure
at a frequency of more than about one per week
appears to be of limited benefit.”
ARE ONE (OR TWO) TV EXPOSURES A WEEK ENOUGH?
All four of these sets of results point to one TV exposure
per week, or perhaps two, being sufficient weight of
television in many or most cases. After that the ability of
further television exposures within the week to trigger
sales falls away rapidly. Diminishing returns sets in
quickly.
Yet there are TV-only advertisers who aim for higher
weekly levels of exposure than this within a burst. It
could be more effective for such advertisers to allocate
part of their television expenditure in some other way.
It is true that one option is to spend it on television in
those weeks that were not allocated any TV at all, thus
converting to a ‘drip’ rather than a ‘burst’ strategy. But
it would be more productive to switch some or all of the
‘excess’ TV-burst money into magazines, where the
great advantages of a mixed-media campaign (already
described) would be gained. The effectiveness of the
whole campaign would be enhanced.
CONSUMER BUYING BEHAVIOUR: CONTINUOUS
In choosing magazines there is an additional advantage
besides those of mixed-media communication and
improved targeting: media continuity. For almost all
brands there are potential buyers in the market at all
times. Granted that a single exposure in the week
before purchase can strongly influence which brand is
purchased, and that second and subsequent exposures
in the same week are less effective, then in general it
makes sense to extend the number of weeks of
advertising rather than pile on more repetition in the
same weeks. (There are exceptions of course, such as
launches.) No one knows which individual consumers
are ready to buy in a given week, so try to reach as many
different consumers as possible in order to catch the
ones who are ready to buy. A single exposure can work
because it is the latest in a series of brand messages
seen; it works this time because the consumer is now
about to purchase something.
Magazines are an excellent means of delivering
continuous exposure. The cost per rating point of
magazine advertising is substantially lower than for
television advertising; consequently using magazines
would extend the campaign period. Moreover a
magazine is read over a period of time; it is likely to be
read more than once per reader, and by more than one
reader. In an advertising campaign the life of a
magazine schedule extends beyond the weekly and
monthly publishing periods. After the primary readers
have finished their reading the active life of a magazine
campaign is extended by means of pass-on readers. The
slow build-up of audience compared with other media
can be a positive advantage. Continuity is a strength of
a magazine schedule.
HOW MAGAZINE ADVERTISING WORKS
Shortly after this report goes to print, PPA will be
publishing more information and analyses about
recency planning. They will be found in brochures in the
“Magazines Uncovered” series [72], on this report’s
website www.hmaw.net and on the PPA Marketing
website www.ppamarketing.net
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MIXED-MEDIA ADVERTISING
99
 42. HOW TO SPLIT THE BUDGET BETWEEN TV AND MAGAZINES
If television and magazines are to be used together,
what proportion of the budget should go into
magazines? Five pieces of evidence suggest that at least
25%-30% should go into magazines.
“MEASURING MAGAZINE EFFECTIVENESS” (MMA/MPA)
The MMA/MPA analysis [109, 110] already cited
grouped brands according to their media mixes, and it
was possible to compare the effectiveness of two
patterns. One was a group of brands which spent about
80% of their budget on television, 13% in magazines
and 7% on radio. The other group spent about 58% on
television, 35% in magazines and 7% in radio. With
radio’s proportion the same in both groups, what was
the sales effect of spending 13% versus 35% in
magazines?
MIXED-MEDIA ADVERTISING
There was a dramatic difference. The brands allocating
about 13% to magazines had an average effectiveness
of only 0.1, whereas those spending around 35% in
magazines achieved an average effectiveness of 3.4. It
appears that there is a critical mass below which a
medium has too weak a share of advertising for the
synergistic benefits of mixed-media scheduling to fully
take effect. 13% is evidently below that critical mass.
A Higher % In Magazines Increases Effectiveness
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In a related analysis television-using brands were
grouped according to the proportion of marketing
expenditure devoted to magazines; then MMA studied
100 HOW MAGAZINE ADVERTISING WORKS
how effective the television advertising was. It found
that the higher the proportion spent in magazines, the
more effective the television advertising was. This is
reinforcement for a conclusion reached earlier on
different grounds: that magazines make television
advertising work harder. Spending less than 4% in
magazines is too little for this synergy to take place.
Even 4%-10% spent in magazines does not allow the
synergy to take full effect. It was those brands which
spent 10%-61% in magazines which obtained the most
benefit from the multiplier effect.
Television’s Own Effectiveness Increases
When More Magazines Are Used
“THE 30/30 SYNERGY STUDY”: SOUTH AFRICA
An analysis in South Africa concluded that at least 30%
of the mixed-media budget should go into magazines.
Advertisers who spent at least 30% of their budget in
print and at least 30% in television achieved the best
market shares of purchasing. Accordingly the analysis
was christened “The 30/30 Synergy Study” [136]. The
study was based on a cross-analysis of two kinds of
information: the way that advertising expenditure was
split between main media types, as monitored by the
Adindex service; and market shares of purchasing as
recorded by Nielsen. The first study covered over 1600
brands in more than 130 product fields, and analysed
their data covering 1988 to 1990. The 1994 study
covered 138 product fields and analysed their 1991-
1993 data, and it reinforced the previous conclusions.
The 1994 results were:
• Brand advertising works. Products which advertised
outperformed non-advertisers, with an average
market share of 31% for advertisers compared with
an average 17% share for non-advertisers.
• Advertisers using two or more main media types people was greater on average for the campaigns where
(averaging 27.5% market share) outperformed magazines took more than 50% of ad expenditure (a
advertisers using only one medium, whether that difference of 16.7 percentage points) than those with
one medium was print (20.4% average market less than half in magazines (a difference of 10.9
share), TV (17.4% average market share) or radio percentage points).
(15.6% average market share).
• This finding held true for market leaders, fast Budget Split: Percentage In Magazines
growing brands, static brands, and fast declining Sales Uplift Among Those Exposed To Magazine
brands. Advertising (Compared With Non-Exposed)
• It was also true when the top-spending advertisers
were examined on their own. The 30/30
‘synergisers’ spending at least 30% in print and at
least 30% in TV averaged a market share of 26.9%,
compared with those using only print (18.0%
average market share), only TV (18.0% average
market share), or only radio (15.6% average market
share).
• The findings were similar for the brands in the

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bottom third of adspend. The 30/30 synergisers’
average market share was nearly twice that of

MIXED-MEDIA ADVERTISING
brands using only print, or only TV, and nearly three
times the market share of brands using only radio.
The 30/30 policy works for small brands as well as
big ones.

The South African study concluded that media

strategists should approach media investment from a
different perspective. Instead of adopting the point of
view of “X is the most important media type - can we
afford another?”, the philosophy should be “Ideally we
should use two or more media types to exploit synergy
and increase market share”.
HASSLOCH BEHAVIOURSCAN PANEL
The single-source BehaviourScan panel in Hassloch,
Germany [122], mentioned previously, was used to
compare two different splits between television and
magazines, in a controlled test. In one half of the test
70% was spent in television advertising and 30% in
magazine advertising. In the other half 50% was spent
in each medium, for the same total budget. The 50/50
split produced 17% more sales than the 70/30 split.
“SALES UNCOVERED”
In PPA’s 2005 “Sales Uncovered” analysis of the TNS
Superpanel (described earlier in section 23) the 20
campaigns were divided into those brands spending less
than 50% of the budget in magazines, and those
spending over 50%. In both cases, Superpanel members
who were exposed to the magazine advertising
increased their purchases (£) more than those who had
not seen the magazine advertising. However the
difference between the exposed and non-exposed
An additional analysis of Superpanel (see section 40)
which was confined to seven mixed-media campaigns
calculated that for every percentage point of the
budget, magazines produced almost three times the
amount of additional sales as television – at the budget
split employed by those campaigns on average. 70% of
expenditure went into television and only 22% into
magazines. My conclusion was that 22% is too low a
share of budget for magazines. With this budget split,
television is operating well beyond the point of severe
diminishing marginal returns, whereas magazine
advertising is well short of that point.
MILLWARD BROWN / MPA
The studies discussed above were dealing with sales
data. Millward Brown examined the question from the
point of view of generating advertising awareness. This
was the 113-brand analysis on behalf of Magazine
Publishers of America [119] which has already been
described.
The 113 brands were grouped according to the

HOW MAGAZINE ADVERTISING WORKS 101

 proportion of the TV+magazines budget which was
spent in magazines. For each group, Millward Brown
calculated the average cost per awareness point for the
campaigns in the group. It was found that the higher
the proportion of the budget spent in magazines, the
greater the awareness cost-efficiency. For instance,
those brands using 80%-90% television and only 10%-
20% magazines were paying an average of $1.9 million
for every awareness point generated. At the other end
of the scale, brands allocating 50% or more of the
mixed-media budget to magazines were spending only
$0.44 million for every awareness point. The indication,
once again, is that TV+magazines campaigns should
allocate at least 30% to magazines.

Magazines Reduce Cost Of Generating Awareness

Average Cost ($’000) Per Awareness Point
MIXED-MEDIA ADVERTISING
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102 HOW MAGAZINE ADVERTISING WORKS

43. HOW TO FLIGHT THE TWO MEDIA
If television and magazines are both being used, should
they run in parallel or should they run at different times
in order to maximise the time-period which received
advertising?
Logically they should run in parallel, because only then
will be the creative content of the two media be able to
interact and create communication synergy. Moreover
theory is supported by hard evidence on this point.
The MMA/MPA analysis “Measuring Magazine
Effectiveness” [109, 110] cited previously analysed the
weekly flighting of magazines and television at brand
Overlap Generates Best Results For Both Media
HOW MAGAZINE ADVERTISING WORKS
level. Brands were grouped into three categories: those
where magazines and TV did not overlap in time, those
with minimal overlap, and those with substantial
overlap. The results proved that the effectiveness of
magazine and TV advertising – individually and jointly –
rose the greater the degree of overlap in weekly
scheduling.
(MMA’s measure of ‘effectiveness’ was defined earlier.)
It can also be noted that for all three degrees of overlap,
magazines were more effective than television.
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MIXED-MEDIA ADVERTISING
103
 44. ADVERTISING IN A RECESSION
What is the best advertising strategy in an economic
downturn? Professor Patrick Barwise of the London
Business School has published an extensive review of
the evidence on this [137]. He concluded that the most
successful companies maximise long-term shareholder
value by maintaining their advertising investment when
the economy slows down and weaker competitors cut
back. This enables them - at lower cost than when the
total market is growing - to build market share. A prime
reason for this is that if competitors cut back, those who
maintain or increase their adspend achieve a higher
'share of voice'. Any reduction in these firms' short-term
financial performance is typically soon outweighed by
their increased revenue and profit growth when
economic conditions improve.
Barwise argued that, regardless of economic conditions,
every firm needs a clear strategy based on classic
MIXED-MEDIA ADVERTISING
marketing principles - including how much to invest in
advertising. These principles still apply when the
economy slows down. The financial markets look for
long-term shareholder value, not just short-term
financial performance. If a firm has a convincing
strategy it can keep investing in marketing even if the
economy slows down, without a negative reaction from
shareholders.
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104 HOW MAGAZINE ADVERTISING WORKS
Based on the accumulated evidence, Barwise advocated
three positive strategies for coping in a recession:
1. “Look for new creative, targeting, or media
opportunities. In some contexts, the slower market
conditions create new opportunities to emphasise
different customer benefits or segments.
2. “Strengthen your market position against weaker
rivals. The research shows clearly that the strongest,
most successful firms can use the opportunity of an
economic slowdown to attack their weaker rivals.
3. “Keep going. Arguably this is the best strategy of
all. It is based on the idea that long-term shareholder
value comes from excellent strategy executed
consistently over many years. The concerns about
recession - that customers may spend less on the
category, that short-term financial performance may be
under pressure - are balanced by the advantages - that
the same adspend gives a higher share of voice and that
the financial markets will support a long-term strategy if
they find it credible.”
More evidence that it pays to continue advertising
during an economic recession [138, 139] is given at
www.hmaw.net
45. WEBSITE FOR ‘HOW MAGAZINE ADVERTISING WORKS’

A new feature of this fifth edition of ‘How Magazine
Advertising Works’ is that the report now has its own
website, www.hmaw.net
The website has several purposes:
• To present updates and new research published
since this report went to print.
• To provide more in-depth findings about certain
surveys mentioned briefly in this report. In some
cases this includes the facility to download reports
or brochures.
• To accommodate additional useful evidence for
which there was not room in the report. Some of
this is material removed from the fourth edition
which has been superceded by newer evidence but
which still has some add-on value.
• To present basic details of the methodology of
research studies quoted in this report.
• To enable users to download a pdf file of the full
report.
Other related sources are PPA’s site at
www.ppamarketing.net and, for international evidence,
FIPP’s website at www.fipp.com/research (whose
Research section I edit).

E
MIXED-MEDIA ADVERTISING

HOW MAGAZINE ADVERTISING WORKS 105

 REFERENCES
More than 300 research studies were examined in the course of preparing this report. The studies directly referred
to in the text are listed below, together with references to other sources.
Basic technical details of the principal surveys can be found on this report’s website at www.hmaw.net.
References to websites were all operational at the time this report was completed (May 2005) but it is possible some
may subsequently be removed by the webmasters.

(A) THE READER RELATIONSHIP

1. ‘Gardening Market Study’, EMAP Apex, conducted by Marketing Direction, 1994
2. ‘Magazines Into 2000’, Henley Centre, published by PPA, 1995
3. ‘Building Brands’, Judie Lannon, paper at PPA Seminar ‘Effective Advertising with Magazines’, 21 September
1995
4. ‘Planning for Consumer Change’, Henley Centre, 2004. This is partly based on a re-interview survey among
BMRB’s TGI informants. The conclusions are summarised in PPA’s ‘Delivering Engagement’ – see the reference
below.
5. ‘Delivering Engagement: fresh perspectives on getting closer to readers’, PPA Research Report 76, 2004. The
brochure may be downloaded from www.hmaw.net
6. ‘Status Anxiety’, Alain de Botton, Penguin Books Ltd, 2004.
7. ‘Magazine Reader Experience Study’, conducted by the Media Management Center at Northwestern
University, and commissioned by Magazine Publishers of America and the American Society of Magazine
Editors, 2003. Visit www.magazine.org. For a technical description of the study, see the reference below.
8. ‘Conceptualising and measuring magazine reader experiences’, Edward Malthouse, Bobby Calder & Wayne
Eadie, paper at Worldwide Readership Research Symposium at Cambridge, Massachusetts, 2003. This is a
technical description of the survey, mentioned in the reference above.
REFERENCES

9. ‘Media Values’, IPC Magazines, conducted by Research Services Ltd, 1992

10. ‘Editorial Dynamics’, G+J of the UK, conducted by Guidelines Market Research, 1992
11. ‘Defining the Vogue Reader’, Conde Nast Publications, conducted by RSGB Media, 1995.
12. Robert Jones of Wolff Olins, quoted in ‘Brands Names Bring Special Brain Buzz, New Scientist, 17 August
2002.
13. ‘MediaDNA’, ZenithOptimedia, and a range of media sponsors including IPC Media; conducted by Millward
Brown, 2001-2004
14. ‘Advertisement Promotions: The Readers’ Perspective’, National Magazine Company, conducted by The
Research Business Group, 1994.
15. ‘People Love Their Magazines!’, WCRS Media Research Department, 1989.
16. ‘Vanity Fair: Influences’, Conde Nast Publications Ltd, conducted by Navigator, 1994.
17. ‘Youth Facts 4’, EMAP Consumer Magazines Ltd, conducted by Millward Brown International, 1994
18. ‘Youth Facts 5’, EMAP Consumer Magazines Ltd, conducted by The Psychology Business, 1997
19. TMB Weekly, 24 September 2004.
20. ‘TV Listings Panel Research’, conducted by NOP Solutions for IPC tx, 2000.
21. ‘Children’s Magazines’, Chrissie Wells & Caroline Buck, of Diagnostics, published by PPA, 1995
22. ‘Women and Magazines: The Medium and the Message’, National Magazine Company and G+J of the UK,
conducted by the Strategic Research Group Ltd, 1989
23. ‘The Quality Medium, The Quality Message’, The SouthBank Publishing Group, conducted by Mulholland
Research Associates, 1989
24. ‘A Comparison of Magazines and Newspaper Review Sections’, The National Magazine Company and Ogilvy
& Mather Media/The Network, conducted by Robert Quayle, 1995
25. ‘Reader Selection: the principle which ensures that magazines and newspapers communicate effectively’,
Guy Consterdine, paper at ESOMAR Seminar ‘Quality in Publishing’, 1985.
26. ‘Communicating Effectively’, Pat Roberts Cairns, paper at PPA Seminar ‘Effective Advertising... with
Magazines’, 21 September 1995.
27. ‘Absorbing Media: A Media Involvement Study’, conducted by NFO WorldGroup for PPA, 2002.
28. ‘Absorbing Media: A Rough Guide to Media Usage’, summary booklet written by Peter Dear for PPA, 2002.
Downloadable from PPA website at www.ppamarketing.net
29. ‘Perspectives of a Woman’s Monthly Magazine’, G+J of the UK, conducted by BMRB, 1992.
30. Unpublished reports by Behavioural Studies Ltd, Plastow Research and Communications Research Ltd for
International Thomson Publishing Ltd, cited in ‘Readership Research & the Planning of Press Schedules’, Guy

106 HOW MAGAZINE ADVERTISING WORKS

 Consterdine, Gower Publishing Company Ltd, 1988.
31. ‘Why Customer Magazines Work’, Redwood, 2002. Based largely on The Henley Centre’s ‘Redwood
Engagement Survey’ (reference 100)
32. ‘National Readership Survey’, NRS Ltd, currently conducted by Ipsos-RSL. The survey has run continuously
since 1956.
33. ‘Quality of Reading Survey (QRS)’, IPA, ISBA & PPA, conducted by RSL-Research Services Ltd, 1998
34. ‘Reader Categorisation Study’, JICNARS, by Research Services Ltd, 1972.
35. ‘Don’t Talk To Strangers – the Quality of Magazine Reading Survey’, conducted by Roy Morgan Research for
Magazine Publishers of Australia, 2002. See www.magazines.org.au
36. ‘Media Values Diary’, IPC Magazines, conducted by Research Services Ltd, 1992.
37. ‘Diary Panels Research: a Report on Phase 1’, James Rothman, JICNARS, 1985.
38. Three studies by the Alfred Politz organisation in USA, covering the Saturday Evening Post (in 1960), McCall’s
(in 1962) and Reader’s Digest (in 1966).
39. ‘Readership Accumulation Study’, published by NRS Ltd. NRS subscribers have access to the entire database,
which can be found on the subscriber-only section of the NRS website, www.nrs.co.uk. The full technical
report can also be found there. The following reference (40) provides an overview.
40. ‘Distributing Print Exposures Through Time’, Guy Consterdine, Admap, November 2004. The text can also
be found at www.consterdine.com
41. ‘The Life of a Magazine: a rough guide to the effective use of readership accumulation data’, published by
PPA, 2004. Downloadable from www.hmaw.net
42. MRI readership accumulation study, described in ‘Magazine Audience Accumulation: Discussion of Research
Issues, Modeling and Application’, Julian Baim, Martin Frankel, Joseph Agresti & Risa Becker; paper at
Worldwide Readership Research Symposium, Venice, 2001.

REFERENCES
(B) THE ADVERTISER RELATIONSHIP
43. ‘Facing the Press: new ways to make press advertising research more effective’, Wendy Gordon & Neil Swan,
paper at Market Research Society Conference, 1992
44. ‘Ad Track 94’, IPC Magazines, conducted by Millward Brown International, 1995.
45. Unpublished report by Gallup for International Thomson Publishing Ltd, cited in ‘Readership Research & the
Planning of Press Schedules’, Guy Consterdine, Gower Publishing Company Ltd, 1988, p168.
46. ‘DEMOS’, Timothy Joyce, Admap, June 1967.
47. ‘Magazine Dimensions, 2004’, compiled by Media Dynamics Inc, based on Burke, Gallup & Robinson, Starch
and other studies. Published in Magazine Publishers of America’s 2004 ‘Magazine Handbook’. Downloadable
from MPA’s website at www.magazine.org
48. ‘The Magazine Handbook, 1996/1997’, Magazine Publishers of America, 1996.
49. ‘Stop/watch’, by Patrick Hermie, Trui Lanckriet, Koen Lansloot & Stef Peeters, published by Medialogue (the
sales house of Sanoma Magazines Belgium), 2005. Visit www.medialogue.be
50. ‘Advertising Effectiveness: findings from empirical research’, G. Franzen, NTC Publications, 1994
51. ‘A Food Shopper is a Food Shopper is a Food Shopper?’, Reader’s Digest, 1995. The quoted speaker was
Richard C Anderson, Vice-Chairman, Lands End.
52. Speech by Christine Walker of Walker Media at PPA Conference, ‘Jumping On The Brand Wagon’, 8 May
2002.
53. ‘AIM (Ads In Magazines)’, SouthBank Publishing Group of IPC Magazines, conducted by SouthBank
Solutions/ NSM Research / Robert Quayle Research, 1997
54. ‘Today’s Fashionable Values’, SouthBank Publishing Group of IPC Magazines, conducted in-house, 1995.
55. ‘The Dynamics of Communication’, G+J of the UK, conducted by RSGB, 1989
56. ‘Parenting Magazines: The Essential Medium’, EMAP Elan, conducted by BMRB International, 1995.
57. ‘The Women’s Weekly Magazine Environment’, IPC Magazines Weeklies Group, conducted by Robert
Quayle, 1993
58. ‘The Presenter Effect, or Does the Medium Affect the Message?’, Alan Smith, Admap, February 1972. This
is also summarised in ‘Does the Medium Affect the Message?’, Alan Smith, paper at FIPP Workshop, Athens,
November 1994
59. ‘ROAR: Right Of Admission Reserved’, EMAP Consumer Magazines and others, 1996
60. ‘Levi Jeans - Communicating Effectively’, Roy Edmonson, paper at PPA Seminar ‘Effective Advertising... with
Magazines’, 21 September 1995

HOW MAGAZINE ADVERTISING WORKS 107

 61. ‘Creative Format, Premium Impact’, conducted by Lawes Consulting, published by PPA, 2003. The brochure
may be downloaded from www.hmaw.net
62 ‘Advertorials: Qualitative Research’, SouthBank Publishing Group of IPC Magazine, 1996.
63. ‘The Samples Research’, Medialogue, 2002. Referred to on page 58 of ‘Stop/watch’ (qv).
64. ‘Marie Claire Sampling Research’, conducted by The Wire for IPC Innovator and Sampling Innovations, 2004.
65. ‘Consumer Perceptions of Inserts’, conducted by The Future Foundation for the Direct Marketing Association,
2003.
66. ‘Media Futures 1994/95’, Henley Centre, 1995. Also cited in reference 2 above.
67. ‘The Hello! Impact Report on Issue 526 dated September 12, 1998’, Hello! Ltd, conducted by European Data
& Research Ltd, 1998
68. ‘Specialist Magazine Values’, IPC Magazines, conducted by Research Services Ltd, 1996
69. ‘Pre-Testing Magazine Ads’, Terry Prue, HPI Research Group, in PPA Research Report No. 37, 1996
70. ‘Magazine Advertising Effectiveness’, Guy Consterdine, PPA Report No. 61, May 2000. Downloadable from
www.hmaw.net

(C) EVIDENCE THAT MAGAZINE ADVERTISING SELLS PRODUCTS

71. ‘Sales Uncovered’, PPA, May 2005. The brochure may be downloaded from www.hmaw.net
72. ‘Magazines Uncovered’, PPA, 2005. The first brochure in this series was ‘Sales Uncovered’ (see reference
above). Subsequent brochures are being put onto www.hmaw.net and www.ppamarketing.net for
downloading.
73. ‘tvSpan: The Medium Term’, Andrew Roberts of TNS, Admap, November 2000.
74. ‘Proof of Performance’, Alan Smith, PPA Research Report 43; conducted by Taylor Nelson AGB, 1997.
75. ‘Proof of Performance II’, Alan Smith, PPA Research Report 53; conducted by Taylor Nelson AGB, 1998.
REFERENCES

76. ‘52 Reasons Why Magazines Make Things Happen’, PPA, 1994.
77. ‘Standing Up To Be Counted’, Lisa Pollard, speech at Media Research Group Conference, Dublin, 1997.
78. ‘How Magazines Work’, edited by Christina Hartley, published by IPC Magazines, 1998
79. The IPA Advertising Effectiveness Data Bank. Available through www.warc.com
80. ‘Advertising Works ‘ series of biennial books, IPA, published by NTC Publications Ltd.
81. ‘Sales Scan’, Magazine Publishers of America, conducted by A C Nielsen, 1999
82. ‘Take A Fresh Look At Print’, Alan Smith for FIPP, 1999. Downloadable from FIPP’s website at www.fipp.com
83. ‘Take A Fresh Look At Print, second edition’, Alan Smith, for FIPP, 2002. Downloadable from FIPP’s website
at www.fipp.com

(D) CHANNEL PLANNING: POSITIONING MAGAZINES WITHIN THE TOTAL MEDIA LANDSCAPE
84. ‘At last – a breakthrough in measuring channel neutrality’, Sheila Byfield, presentation at Media Research
Group’s Conference, Madrid, 2004.
85. ‘You Talkin’ To Me?’, Chartered Institute of Marketing agenda paper, January 2004.
86. Hamish Pringle, in MediaWeek, 14-21 September 2004; 2004 data from private correspondence.
87. ‘IPA media neutral project – an update’, Lynne Robinson, presentation at Media Research Group’s
Conference, Madrid, 2004.
88 ‘Compose’, BMRB. Visit www.bmrb-compose.co.uk
89. ‘Leisure Interests Study’, conducted by Linda Jones & Partners for IPC Media, 2001
90. ‘MediaTime Study’, Vlerick Leuven, Gent Management School, 2002.
91. ‘Media Choices – A Multimedia Involvement Study’, conducted by Erdos & Morgan for Magazine Publishers
of America, 2000. Downloadable from MPA’s website at www.magazine.org
92. ‘Courting the Consumer’, Magazine Publishers of Australia, conducted by Lenehan Lynton Bloom Blaxland,
1995
93. ‘Media Experience Study 2004’, conducted by Veldkamp/TNS NIPO for Cebuco, 2004.
94. 'Online and print advertising', Ipsos-Insight and Faulkner Focus, 2004. Visit www.fipp.com/1511
95. ‘Digital Mag Subscribers Forward Ads, Link To Sponsor Sites’, MediaPost Daily, 6 April 2005
96. ‘Media Preferences of Digital Consumers’, VNU Global Media, 2004.
97. ‘The Customer Publishing Industry’, Mintel, prepared for APA, 2005. An executive summary is downloadable
from www.apa.co.uk
98. ‘APA Advantage Study’, Millward Brown, for APA and Royal Mail, March 2005. Visit www.apa.co.uk
99. ‘Consumer Attitudes To Customer Magazines’, Millward Brown, for APA and Royal Mail, 2003. Visit

108 HOW MAGAZINE ADVERTISING WORKS

 www.apa.co.uk
100. ‘Customer Satisfaction Research Into Customer Magazines’, Redwood Publishing, conducted by BMRB
Business Solutions, 1999
101. ‘Redwood Engagement Survey’, Redwood, conducted by The Henley Centre, 2001.
102. ‘The Double Jeopardy of Sales Promotions’, John Philip Jones, Harvard Business Review, Sept/Oct 1990.
103. ‘The After-effects of Large Scale Consumer Promotions’, Andrew Ehrenberg, London Business School,
October 1992.
104. ‘When Ads Work: New Proof That Advertising Triggers Sales’, page 56, John Philip Jones, Lexington Books,
1995.
105. ‘Fact-based Strategies for Managing Advertising & Promotional Dollars: Lessons from Single-Source Data’,
Magid Abraham & Leonard Lodish, Working Paper No. 89-035, Wharton School, University of Pennsylvania,
1989.
106. ‘Strategies of Successful Brands’, Justin Sargent, Nielsen, Admap, March 1996
107. ‘Real versus Discount Marketing: Which consumers respond to price promotion – and does it work?’, Taylor
Nelson AGB, 1996.
108. 'The Case Against Price-Related Promotions', Andrew Ehrenberg & Kathy Hammond, Admap, June 2001.
109. ‘Measuring Magazine Effectiveness: Quantifying the Sales Impact of Magazine Advertising’, Magazine
Publishers of America, 2001. Downloadable from MPA’s website at www.magazine.org (click on ‘Measuring
The Mix’).
110. ‘Modelling Magazine Effectiveness’, Robert Wyman and others, a paper at Worldwide Research Research
Symposium, Venice, 2001. This paper describes the method of measuring ‘effectiveness’.
111. Author’s private correspondence with Bob Wyman of MMA, 2002.

REFERENCES
(E) MIXED-MEDIA ADVERTISING: EFFECTIVENESS OF COMBINING MAGAZINES & TV
112. BARB/TGI fusion, using KMR-SPC’s Mercury software.
113. ‘Multiplying the Media Effect’, Magazine Marketplace Group (under PPA), published by PPA, 1987
114. ‘The Media Multiplier’, consolidated research report written by Guy Consterdine on behalf of Press Research
Council, 1990
115. ‘The Multiplier Effect: TV + Print Improves Communication’, Rolf Speetzen, ESOMAR/FIPP Print Brands
Conference, Paris, January 2001.
116. FIPP (the International Federation of the Periodical Press) has published three compilations of studies: ‘The
Media Multiplier: Increasing Sales, Worldwide’,1991; ‘Take A Fresh Look At Print’, 1999; ‘Take A Fresh Look
At Print, Second Edition’, 2002. Many further recent studies are summarised in the research section of FIPP’s
website, www.fipp.com
117. ‘Knowledge is Power. Opportunities for Publishers from New Research Developments’, Alan Smith, paper at
FIPP Congress, Amsterdam, 1995
118. ‘Does Magazine Advertising Work, and How Can We Best Harness its Power?’, Andy Farr, Millward Brown,
Admap, December 1995
119. ‘Advertising Effect’, Magazine Publishers of America, conducted by Millward Brown, 1999. The report is
summarised on MPA's web site, www.magazine.org
120. ‘Proof of Performance’, speech by Graham Hawkey-Smith, Media Solutions Group, at PPA's Magazines '98
Conference, London.
121. ‘Kenco Mixed-Media Test’, IPC Magazines, 1996
122. ‘Co-operation Instead of Confrontation’, Bauer Publishing, paper at FIPP Research Seminar, London, 1993.
Also summarised in Appendix 3 in ‘Hearts & Minds Advertising’, Alan Smith, PPA Research Report No. 19,
1994
123. ‘When Ads Work: New Proof That Advertising Triggers Sales’, John Philip Jones, Lexington Books, 1995
124. ‘Does STAS Only Work With Television Advertising?’, paper by John Philip Jones, Syracuse University, 1998
125. ‘The Road To Accountability: If We Take It, They Will Follow’, Bob Warrens, J Walter Thompson (USA),
paper from Worldwide Readership Research Symposium 6, San Francisco, 1993. Also summarised in
Appendix 2 in ‘Hearts & Minds Advertising’, Alan Smith, PPA Research Report No. 19, 1994
126. ‘Readers and their magazines’, Kathi Love, presentation at FIPP Ad Sales Workshop, Amsterdam, 2003
127. ‘More Bang For Your buck’, John Billett, presentation given at PPA Conference, London, May 2005. The
Powerpoint slides may be downloaded from www.ppamarketing.net
128. ‘A Change of Plan: Fishing In Different Parts of the Pool’, John Philip Jones, at PPA Conference, May 2004.

HOW MAGAZINE ADVERTISING WORKS 109

 129. ‘General Truths?’, Leonard Lodish & Beth Lubetkin, Admap, February 1992
130. ‘Getting The Most Out of Advertising and Sales Promotion’, Magid Abraham & Leonard Lodish, Harvard
Business Review, May-June 1990
131. ‘Breakthrough or Bunfight?’, Colin McDonald, page 35, Admap, June 1995
132. ‘Effective Frequency: Some Answers At Last!’, Phil Gullen, Carat UK: paper presented at ARF 6th Annual
Media Research Workshop, New York, May 1995
133. ‘What Do We Know About Advertising’s Short-term Effects?’, Andrew Roberts, Admap, February 1996.
134. ‘What is the short-term effect of advertising?’, Colin McDonald, Admap, November 1970. Also published in
‘Market Researchers Look At Advertising: a collection of ESOMAR papers 1949-1979’, editor Simon
Broadbent, Sigmatext 1980; and in ‘Advertising Reach & Frequency: Maximising Advertising Results Through
Effective Frequency’, Colin McDonald, Association of National Advertisers and NTC Business Books, Illinois,
USA, 1995
135. ‘How Advertising Works: A Review of Current Thinking’, Colin McDonald, The Advertising Association in
association with NTC Publications Ltd, 1992. See pp 83-85
136. ‘The 30/30 Synergy Study’, published by the Print Media Association of South Africa, 1994
137. ‘Advertising In A Recession’, 1999, Prof. Patrick Barwise, published by NTC Publications Ltd.
138. ‘Successful Competitive Strategies for Recession and Recovery, Tony Hillier, published in Market Leader,
Spring 1999. A condensed version is given in the Barwise book, reference 104.
139. ‘The Value of Advertising During An Economic Downturn’, October 2002, American Business Media –
displayed on the website www.americanbusinessmedia.com
REFERENCES

110 HOW MAGAZINE ADVERTISING WORKS

INDEX
101 Communications, 73 Children's magazines, 19
'30/30 Synergy Study', 100-101 Classic FM, 17
'52 Reasons Why Magazines Make Things Happen', 59 Colour supplements,
ABC, 62 see Newspaper supplements/sections
Abraham & Lodish, 77, 96 Communication Research Ltd (CRL), 22, 27, 83-84
'Absorbing Media', 21, 23, 50, 64-67, 69, 70, 73 'Comparison of Magazines & Newspaper Review
Access credit card, 85 Sections', 19
Accumulation of readership: see Readership Compose (BMRB), 62-63
Accumulation Study Conde Nast, 17, 44
'Ad Track', 35, 51, 54-55, 87 'Consumer Attitudes To Customer Magazines', 76
Adindex, South Africa, 100 Consumer Loyalty Score (Millward Brown), 76
Advertisement features, 46-47 Cosmopolitan, 17, 23
Advertisement noting, 36-39 Countdown, 17
'Advertisement Promotions: The Readers' Perspective', 47 Country Life, 22, 33
Advertising Effectiveness Awards, 59, 61 'Courting the Consumer', 70
'Advertising Works', 59 'Creative Format, Premium Impact', 46
Advertorials, see Advertisement features Cussons Carex hand wash, 92
'Advertorials: Qualitative Research', 47 Customer magazines, 75-76
AGB Cable & Viewdata, 27
Agencies Research Consortium, 36 Danish bacon, 83
'AIM (Ads in Magazines)', 40, 45 Darwin, Charles, 20
American Society of Magazine Editors, 13 De Botton, Alain, 12
APA (Association of Publishing Agencies), 75-76 'Defining the Vogue Reader', 16
'APA Advantage Study', 75-76 'Delivering Engagment', 11

INDEX
Arena, 27 Diagnostics Social & Market Research Ltd, 19
Armstrong-Cork, 43 Diminishing marginal returns, 96-98
Asda, 33 Direct Marketing Association, 48
Auto Express, 33 DEMOS, 36
Awareness Index: see Ad Track 'Don't Talk To Strangers - Quality of Reading Survey'
(Australia), 26
BARB, 62 'Dynamics of Communication', 41
BARB/TGI fused database, 80-82
Barwise, Prof Patrick, 104 Economist, The, 18, 22, 33
Bauer Publishing, 93 'Editor selection', 20
Behavioural Studies Ltd, 22 'Editorial Dynamics', 16, 44
BehaviourScan panels, 77 Edmonson, Roy, 45
Best, 16 Ehrenberg, Andrew, 77
Big Farm Weekly, 36 Elle, 17
EMAP Consumer Magazines, 18, 44, 45, 51
Billett, John / Billetts media auditors, 95-96 EMAP Apex, 9
Birds Eye Country Club vegetables, 83 Ephron, Erwin, 95
Bliss magazine, 21 Erdos & Morgan, 70
BMRB, 22, 36, 62 Esquire, 33, 47
Brand Equity Pyramid (Millward Brown), 75 Essentials, 41
Burke Research, 37
Byfield, Sheila, 61 Family Circle, 27-28, 41
Faulkner Focus, 73
CAA, 62 FHM, 17, 33
Cairns, Pat Roberts, 20 FIPP (International Federation of the Periodical Press),
Campbell's Soup, 35 59, 105
Candy Electrical Appliances, 55 Fisher, Dr Fleur, 18
Capital FM, 17 Ford Cougar car, 85-86
Carat UK, 97-98 Friends (TV programme), 17
Cebuco, 71 Future Foundation, 48
Chartered Institute of Marketing, 61 Gallup, 36, 37
Cheeses of England & Wales, 84 'Gardening Market Study', 9

HOW MAGAZINE ADVERTISING WORKS 111

 GfK Research, 93 'Magazines Into 2000' (Henley Cenetre), 9, 44
G+J, 19, 22, 24, 40, 43 'Magazines Uncovered', 56, 99
Global Research Update (FIPP), 59 Marie Claire, 47
Good Housekeeping, 41 Marketing Direction, 9
Gordon, Wendy, 34, 51 McDonald, Colin, 97-98
Guidelines Market Research, 16 'Measuring Magazine Effectiveness', 78, 92, 100, 103
'Media Choices', 70
Harpers & Queen, 18 'MediaDNA', 17
Hassloch BehaviourScan panel, 93, 101 Media Dynamics Inc, 37
Hello! magazine, 49 'Media Experience Study (Mediabeleving 2004)', 71-72
Henley Centre, 9-12, 23, 44, 49 'Media Futures', 49
HPI Research Group, 51 Medialogue, 37-39, 47-48
Hodge, Margaret, 18 'Media Multiplier Study', 84-85
House Beautiful, 20 'Media Preferences of Digital Consumers', 74
'How Magazines Work' (IPC), 59 MediaSpan, 56
'MediaTime Study', 68
Ideal Home, 43 'Media Values', 15, 27, 40-41, 50
International Thomson Publishing Ltd, 22 'Media Values Diary', 27
IPA, 24, 59, 61, 62 Men's Health, 33
IPA Advertising Effectiveness Awards, 59, 61 Mercury mixed-media software, 80-82
IPA TouchPoints, 62 Milk advertising campaign, 83
IPC Magazines/Media, Millward Brown, 17, 18, 35, 51, 54, 75-76, 87, 93, 101
15, 18, 27, 35, 40-43, 47, 50, 51, 54, 59, 63, 92, 93 Mindshare, 61
Ipsos-Insight, 73 Mintel, 75
INDEX

Ipsos-RSL (see also Research Services Ltd), 24 Miss Selfridge, 40

IRI, 77 MMA (Media Marketing Assessment), 77, 78, 92, 103
ISBA, 24 Mosaic Media Partners, 73
MRI (MediaMark Research Inc), 33, 95
JICNARS, 26, 27, 34, 36 Mulholland Research Associates, 19, 23
JICREG, 62 'Multiplier Effect: TV + Print Improves Communication',
Jones, John Philip, 77, 93, 96-98 85-86
Jones, Robert, 17 'Multiplying The Media Effect', 83-84, 86
JWT / J Walter Thompson, 93, 94
National Magazine Company,
Kellogg's Common Sense Oat Bran Flakes, 54-55 17, 19, 20, 24, 26, 40, 43, 47
Kenco Freeze Dried Instant Coffee, 93 'National Readership Survey (NRS)',
KMR-SPC, 80-82 24, 29, 31, 32, 54, 56, 62, 80, 95
Kraft Jacobs Suchard, 93 Navigator, 18
New Musical Express (NME), 33
Lannon, Judie, 10 Newspaper supplements/sections, 19-20
Lawes, Rachel, 46-47 NFO WorldGroup, 21, 23, 64
'Leisure Interests Study', 63 Nielsen, A.C., 59, 74, 77, 92-94, 96-97, 100
Levi-Strauss, 45 NOP World/Solutions/, 18, 32, 42
Life magazine, 94 Northwestern Univeristy, USA, 13
Light ITV viewers, 80-82 Noting, see Advertisement noting
Linda Jones & Partners, 63 Now magazine, 63
Lodish, Leonard, 96
London Business School, 104 Ogilvy & Mather Media, 20
Love, Kathi, 95 OK! magazine, 17

'Magazine Advertising Effectiveness', PPA Report, 51, 53 Page EXposures - see PEX
Magazine MarketPlace Group, 83 Page traffic, 26
Magazine Publishers of America, 'Penrith Project', 97-98
13, 59, 70, 78, 87, 92, 100, 101, 103 'Perspectives of a Woman's Monthly Magazine', 22, 49
Magazine Publishers of Australia, 26, 70 PEX (Page EXposures), 29-30, 87
'Magazine Reader Experience Study', 13 'Planning For Consumer Change', 11

112 HOW MAGAZINE ADVERTISING WORKS

Plastow Research, 22 SouthBank Publishing Group (IPC), 19, 23, 41, 45, 47
Politz, Alfred, 31 'Specialist Magazine Values', 50
POSTAR, 62 Spectator, The, 22
PPA, 11, 19, 21, 23, 24, 40, 45, 46, 50, 51, 53, 56, SRG, 19
58, 59, 64, 83, 89, 91, 95, 99, 105 Starch, 37-39, 94
Presenter effect, 43 STAS (Short Term Advertising Strength), 93-94, 97
Press Research Council, 84 'Status Anxiety', 12
Pre-testing of ads, 51-52 'Stop/watch' report, 37-39, 47-48
'Pre-testing of Magazine Ads', 51 'Strategies of Successful Brands', 77, 92-93
Prima, 23, 41 Sugar magazine, 21
PrintLink, 51 Sunday Times Colour Magazine, 43
'Proof of Performance I & II', 58, 89, 91 Superpanel, see TNS
Psychology Business, The, 18 Supplements (newspaper), see Newspaper
Purchase Consideration: see Ad Track supplements/sections
Swan, Neil, 34, 51
'Quality of Reading Survey (QRS)', 24, 28, 29, 76, 87
'Quality Medium, Quality Message', 19, 22 'Take A Break', 17
Quayle, Robert, 20, 41, 45 'Take A Fresh Look At Print I & II', 59
Target Group Index (TGI), 62
Radio Times, 17, 27-28 Tatler, 18
RAJAR, 62 Taylor Nelson AGB, see TNS
'Reader Categorisation Survey' (NRS), 26, 34, 36, 39, 54 'Teen Commandments', 52
'Reader selection', 20 Teenage Magazine Arbitration Panel, 18
Readership Accumulation Study, 32-33, 54, 56, 95 Telmar's Timeplan, 54

INDEX
Reader's Digest, 27-28, 37, 40 Tim Tam biscuits, 94
Redwood Publishing, 23 Time magazine, 22
Register-MEAL, 92 'Today's Fashionable Values', 41
Research Bureau Ltd, 27 TouchPoints, 62
Research Business, The, 17, 34, 47, 84 TNS (Taylor Nelson Sofres),
Research Services Ltd (see also Ipsos-RSL), 15, 26 56-59, 62, 71, 77, 89, 91-93, 97-98, 101
Return on investment (ROI), 56, 58 TV Times, 17, 27-28
ROAR, 44-45
ROI, see Return on investment Uncovered (TV series), 17
Roberts, Andrew, 97-98
Roper Starch, 37 Vanity Fair, 17-18
Roy Morgan Research, 26 VDZ, 59
Royal Mail, 75-76 Veldkamp research agency, 71
RSGB, 16, 41 VNU Global Media, 74
RSMB, 62 Vogue, 16, 17, 23
Volkswagen Passat, 85
Sainsburys, 42
'Sales Scan', 59 Walker, Christine, 40
'Sales Uncovered', 56-58, 77, 78, 89-90, 96, 101 WCRS, 24
'Samples Research', 47 What's On TV, 17
Sampling Innovations consultancy, 47 Wire, The, research agency, 47
Sanoma Magazines, Belgium, 37 Wolff Olins, 17
Sarsons Pickling Vinegar, 85 Woman, 27-28
Saturday Evening Post, 94 Woman & Home, 41, 45
Sharwoods, 40 Woman's Weekly, 27-28
Shepherd, Nick, 93 'Women's Weekly Magazine Environment', 41-42
Shoot, 27 'Women & Magazines: The Medium & The Message',
Short Term Advertising Strength - see STAS 19, 23, 24, 40, 43
Simpsons, The, 17
Sky News, 17 'Youth Facts 4', 18, 45, 49, 51
Smith, Alan, 43, 59 'Youth Facts 5', 18
Somerfield, 33

HOW MAGAZINE ADVERTISING WORKS 113

 ABOUT THE AUTHOR
Among other current with a large array of consumer and B2B titles. Prior to
assignments, he is research that he was Marketing Services Manager at Times
consultant to PPA. Other Newspapers Ltd.
reports he has written for PPA
include ‘Measuring Advertising He began his career in major advertising agencies,
Effectiveness’, ‘The Essential where his roles included Media Research Manager,
Medium: decision makers International Media Manager, and Media Group Head.
usage of B2B magazines’ and In the latter function he was responsible for the media
‘The Vital Investment: why it planning on many of the agency’s accounts. During this
pays to advertise in B2B period he served as Chairman of the Media Research
magazines’. These, and a range of his other published Group.
work, can be accessed via his website (address below).
guy@consterdine.com
Guy has many years’ experience of consumer and www.consterdine.com
business magazines, both as a consultant and in various
roles within publishing houses and advertising agencies.
Before founding his consultancy he was Director of
Research at International Thomson Publishing Ltd, at
that time one of the leading UK magazine publishers,
ABOUT THE AUTHOR

114 HOW MAGAZINE ADVERTISING WORKS